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For a long time, I have kept a list of required reading for business-to-business salespeople. Trust-based Selling will join that list, and in a very high position.

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In his book, The Truth About Leads, Dan McDade writes, “Close to 80 percent of buyers state that when they are in the market for a solution (such as software or services), they found the vendor, not the other way around.” Let’s run that through our brains one more time… Read More

By far, the most challenging part of the sales process is getting the ball rolling – generating enough initial interest to establish a legitimate opportunity and nail down a mutual follow-up plan. So how does Trade Show Radio stack up in that regard? Well, in two days last week my partner and I: Read More

Differentiating between activities is key to success in sales. My article dealing with the difference between Implementation and Execution, was selected as article of the month by Top 10 Sales Article.com. Read More

I have no idea whether the law of attraction really works, but I know the law of repulsion works with a flawless and predictable certainty. Read More

Achieving trust in sales is key, and while it may take time to solidify, there is a lot that can be achieved early in the relation to facilitate it and create something you can build on. Read More

If your life isn’t what you want it to be, maybe it’s time to scratch this script and start on your rewrite while there is still time. Read More

Listening and responding are the essence of conversation. Quietly sandwiched between the two is understanding, for if one does not understand what they are listening to, the response is empty and vain.

Knowing the definition of the pen does not impart understanding of how and why it is Read More

It is especially provocative to believe that you can call on people and companies that don’t already buy what you sell—but that you believe should buy what you sell. Read More

You know the price of success is not that high, especially sales success. On the week of May 9th - 13th, you can take in the 2011 Sales & Marketing Success Conference, the largest on-line conference of it sort, all for the cost is $5, price of a cup of coffee; heck at that price you can have both, Read More