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You heard your dream client say: “Call me next quarter.” This sounds like an opening. It sounds like they really want you to call them next quarter. They don't. Read More

Sales provides the opportunity to do meaningful work by providing the opportunity to express the great human attributes of caring, creativity, and connection. Read More

Does the number of follower one has on Twitter or elsewhere equate to the quality of the offering, or speak more to the time and effort spent collecting followers; time and effort that may have improved the offering? Read More

There are all kinds of ideas as to how to manage the client relationships from target to close. One tool is a simple stakeholder analysis. Here is a short course. Read More

Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. Read More

Hey, Sales Pro!

Do you:

* Wait around for the marketing department to create content for you?
* Consider blogging a poor use of your time?
* Ignore the selling punch of video – you personally creating sales videos that sell?

I humbly suggest that’s crazy!!! Read More

Encouragement is the power tool of leadership. Our credibility comes from our deeds and the time we invest, not our words. When we encourage people, they will excel beyond their capabilities and in turn encourage others.
Read More

Here are some ideas as to how you can find the power sponsors within your dream client companies and how you can open those relationships. Read More

Declining sales has forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. Read More

Cold calls are a part of sales no matter what. training is what makes a cold call effective instead of being a crank call. Read More