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Is sales training an all or none proposition, that is should companies provide the same training for the entire team, or be selective with their investment and only invest in those that offer a reasonable chance at returns? Read More

Sales professionals should emulate great doctors. We need to understand the customer's real problems, needs, goals, before we prescribe solutions. Diagnosing before solving improves the value we bring to customers. Read More

The time for the harvest has come, in sales now is the time to push forward and close the year strong. Read More

Would other professions report the way they learned their jobs was through trial and error? Read More

Formal employee performance reviews are important for all employees, even commission-paid sales representatives. But can a salesperson really exceed expectations? Read More

Having consensus that you have things under control may feel good, but it does not take away the fact when you look at your pipeline, there is nothing there. Read More

The great thing about selling jewelry in a retail location is you've got lots of beautiful pieces in your store to show your customers. The bad thing about selling jewelry in a retail location is you've got lots of beautiful pieces in your store that distracts you from your customer. Read More

Someone recently ask me, “What are the critical things they should do to drive more sales for their business?” I decided to provide all of my readers with a specific breakdown of how I personally try to build my sales week! Read More

Sellers need to cope with day to day realities of selling. What some may see as dirty tricks by buyers, are just daily occurrences that sellers just need to prepare for and deal with. Read More

A happy life is all about the journey: friends old and new, school, jobs menial and important, family, activities, sports, hobbies, causes, contributions, travels, learning, experiencing, feeling, growing, challenging, committing, overcoming, enjoying, being Read More