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Questions are important but have to be tested to ensure maximum impact for specific situations. Read More

Some sales people believe that it is their gift of gab that makes them successful. Sure, the ability to pitch a prospect is effective when closing quick, transactional, non-complex deals, but as the as the level of complexity rises, it requires the sales person to take a more sophisticated approach. The top sales people ask killer sales questions! Read More

I have been involved in the beta for Hootsuite 2.0 and had the opporunity to connect with Ryan Holmes President of Invoke Media. For our book Sociable! I interviewed Ryan about the soon to be released version of Hootsuite. It is loaded with features, analytics and tools that business users of Twitter can really benefit from Read More

It's been two weeks since Michael Jackson's his passing. I'm ready to move on. I need to move on. But before we do, Read More

How to qualify prospects by measuring them to see if they would qualify as a prospect makes great business sense. Read More

The old saying says, "Sell the sizzle, not the steak." But sizzle won't move steak out the door. What will is the Read More

When dealing with inputting systems into a company what is your thoughts on being trained? Some consider that because they are computer literate they shouldn't need training because a system should be easy to use... I agree, which is why training should be about using the system to help improve your sales process, practices and methodologies Read More

A good listening strategy needs to part of a complete questioning approach to sales. Read More

Sales presentations should be all about the client - not you. Read More

The author breaks down the elements that help sellers develop trust and credibility with prospects. The point is made that in the absence of those, sellers can not engage in meaningful conversations and a sale will never happen. Read More