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My colleague Todd Schnick is a smart guy. While I can’t lay claim to thinking up the “14 arrows” I talk about in today’s podcast, I sure as heck can use them to generate marketing muscle! If you want to read about them, check Dreamland Interactive. Read More

Let me first state a few aspects of my opinion about sales forecasts:

* They are the only rational basis for setting the priority of items on your ToDo list
* They are therefore indispensably essential
* They must be updated continuously; by every sales rep, manager and executive
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Story telling is an important life skill. We all love to hear a great story. Our kids spend endless hours in grade school learning how to draft, write and edit stories. We’re drawn to people that have great stories or Read More

Combining tasks that have different outcomes destroys your ability tto achieve your goals. Separating the tasks that you routinely combine will improve your results. Read More

There is a lot going on in the world of professional selling right now; what lives under the trends, are far more important to your long-term success in sales. Read More

This week's guest post by Linda Beck looks at the importance of Emotional Intelligence. Linda examines the role it plays in an organizations success, but how to manage and leverage it in sales. Read More

Marlene Chism author of Stop Workplace Drama, discuss the impact of drama on the workplace. Discover the key factors affecting productivity as a result of drama in the workplace. Read More

There is no excuse to not quantify the value you can deliver to a customer. Collaboration and trade always produce value for both parties in the deal. Think through the following. Read More

Pride isn’t only missing in popular culture. In business—and in sales—pride has also disappeared. Pride still matters. It matters a great deal, and in sales, too. Read More

I like to view the sales team as a squadron of highly talented fighter pilots. The Mission: Acquire enough new pieces of business or new accounts to exceed Sales Goals! This is accomplished by executing a new business development attack against a strategically-selected, defined, focused and finite Read More