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Receptivity needs to be one of many criteria by which you qualify your targets; it cannot be the only criteria.Don’t get trapped. Read More

With the year almost over, it is time to look back and consider the highlights and lowlights of 2010. It was an interesting year. Read More

What makes what you need seem impossible are constraints; obstacles that make what you need difficult to achieve. Read this and rethink your plan. Read More

Making adherence to the company sales process optional, limits consistent execution and results. Management by objective should not be subjectively implemented. Read More

A force multiplier is an attribute that enables you to be far more effective than you would be without it. The most underrated is cohesion. Read More

The big pieces, the activities, the methods, the principles for selling successfully are widely known. They’re just not widely practiced. Read More

There are some salespeople—and sales organizations—that are willing to tell prospective clients whatever they want to hear in order to win the deal. Read More

One aspect of knowing what to allocate your time to rather than trying to manage it is being able to better manage your sales cycle and activities related to it. Adopting this approach you will not only be able to move through the cycle more predicatively, but make sure that you have enough prospe Read More

The chart below is called the Business Relationships Maturity Continuum. More than just your clients belong in each of these columns and rows. Read More

“Probably no greater honor can come to any man than the respect of his colleagues” – Cary Grant

If you can genuinely impress your peer group, you have something to be proud of. They’re your friends, so they won’t be pulling any punches. Read More