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There is no excuse to not quantify the value you can deliver to a customer. Collaboration and trade always produce value for both parties in the deal. Think through the following. Read More

In today's video, the question of how does a sales process look like in the real world. Once the elements are defined and refined for your organizations, it does have to be rolled out into the real world, which takes effort and continuous support. Read More

Pride isn’t only missing in popular culture. In business—and in sales—pride has also disappeared. Pride still matters. It matters a great deal, and in sales, too. Read More

I like to view the sales team as a squadron of highly talented fighter pilots. The Mission: Acquire enough new pieces of business or new accounts to exceed Sales Goals! This is accomplished by executing a new business development attack against a strategically-selected, defined, focused and finite Read More

Some new tools and new ideas can revolutionize your sales efforts. However, much of what you need to do to succeed in sales is simple, routine maintenance. Read More

Quality and result of sales training will become a tangible differentiator for organizations looking to attract the right talent. But reps also need to invest in themselves to qualify for choice sales positions. Read More

Here’s the scenario: The company is a B2B distributor of printing equipment and supplies. It was founded by a team of three people with a financial backer 14 years ago. In 2010, their 52 sales reps brought in just over $60 million in revenue. Annual sales growth has settled in right around 18%. Read More

When you haven’t created the ability to tie your price to the value you create, you guarantee that price is the what your dream client uses to make their decision. Read More

The sales manager on your company’s organization chart isn’t your real sales manager. You are the person who is ultimately responsible for producing your results. Read More

You pay in advance for your dream client. If you want to win your dream clients tomorrow, you pay for them with what you do today. Read More