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As a huge football fan who makes his living leading a sales organization, I am truly intrigued with the news today of the Patriots trading away Randy Moss. I follow the NFL, drive to work listening to Mike and Mike Read More

In sales, as in all things worth doing, finishing and follow through are key. Once you execute, you need to review, assess and make adjustments so you can continue to evolve with market and continue to be successful. Read More

The best salesperson isn’t one who wins a contest. The best salesperson is the one who wins by creating a situation where they win without a contest. Read More

First impressions go a long way, especially when engaging with new prospects. IntroMojo is a new tool that gives you a complete view of the prospect making for a better first and lasting impression. Read More

In sales, process, planning and skill are absolute necessities. But yo need talent to kick in when those things are challenged and winning come down to drawing on experience and spontaneity. Read More

While I understand sales; frankly I never really understood politics nor the difference between the two traditional parties other than the packaging.

After a bit of discussion with some other folks, here is what we came up with; not sure how accurate or valid, but seemed like fun, I’d love to he Read More

A goal is a series of plans well executed, a process is the means with which to take your plan from the white board to real life. This is why you need both working together to execute and deliver your goals. Read More

Product is important, product knowledge is important, but neither is as important as the ability to sell if your are looking for consistent results. I would much rather have someone who can sell and teach him about product, than having a product expert with the hope of teaching them to sell. Read More

It is easy to rationalize away losing to another competitor. But you were beaten by another salesperson. Accepting this is the key to improving. Read More

To get what you really need in sales, you have to be detached from the method you use to get it and you must be willing to persevere. Read More