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More and more, I am asked how I write a daily blog post here at The Sales Blog. Seven posts a week is a lot but, actually, I write eleven. Here is my method. Read More

Talk about a guy who understands the art of the compelling sales conversation!

To me, the most interesting part of our conversation was exploring Kelley’s perspective on why “Ditch the pitch” and “Practice your presentation 6-7 times” are not conflicting bits of advice. Yes, repeatedly practice Read More

Sales people need to stop the end of month or quarter ritual and adopt a year round approach to success. A steady flow of input makes for a steady flow of output, delivering better results with no extra effort. Read More

There is an old saying: “be careful what you wish for.” Sometimes your wishes come true, and sometimes that dream client you have pursued and won turns out to be a nightmare client. Read More

If you complete a President’s Model analysis for an important account, you’ll likely know more about that customer than its employees know. Read More

The better job you do of hiring, the easier will be your job of managing and leading. The poorer you do at hiring, the more difficult. Read More

Another pitfall (besides fear) in sales is lack of energy – indifference, disinclination. Lack of energy is lack of integrity. A person of great integrity is capable of enduring great hardship, and is therefore worthy of great reward. Integrity means hard work, it means head work, it means success. Read More

Now is the time to step back and look at what you did in Q1, not so much how you did. If you like how you did, you will not have to change the "how", but if you didn't like "how" things turned out, change the "what".
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Results are slower than expected. The train came completely off the tracks. Your dream client needs to know where you will stand when the bullets start flying. Read More

The tools that allow us to communicate across great distances are wonderful resources. But these same tools can create a huge barrier when you are face to face. Read More