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One aspect of knowing what to allocate your time to rather than trying to manage it is being able to better manage your sales cycle and activities related to it. Adopting this approach you will not only be able to move through the cycle more predicatively, but make sure that you have enough prospe Read More

The chart below is called the Business Relationships Maturity Continuum. More than just your clients belong in each of these columns and rows. Read More

“Probably no greater honor can come to any man than the respect of his colleagues” – Cary Grant

If you can genuinely impress your peer group, you have something to be proud of. They’re your friends, so they won’t be pulling any punches. Read More

I’m not much of an expert about a whole bunch of things. That’s precisely why adding radio to my company’s marketing strategy felt so appealing.  It’s proving, in fact, to be a surprisingly powerful tool for two things I anticipated Read More

As a seller you should worry less about managing time, and more on allocating it to the right activities. Once you know what, then allocate the time to it and focus on managing your activities in the the time allotted. Read More

Your dream client is keeping score. Your ability to keep your commitments is the best indication of what they should expect from you in the future. Read More

Innumerate: Unable to understand and use numbers in a calculation.

No, this isn’t your new-word-of-the-day podcast. Its a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of one set of professionals after another. Are sales professionals next??? Read More

A look at a great new tool for access quality Canadian B2B leads. See how you pinpoint leads and manage budget and still be able to drive your prospecting activities. Read More

“It takes twenty years to become an overnight success.” – Isidore Iskowitz (better known as Eddie Cantor)

You learn stuff as you get older. One of the things I’ve learned is that cliches are cliches for a reason. For the most part, they’re true! “Take it one day at a time.” “All work and Read More

A short story about the power of thank you notes and attaching your business cards therein. Make nurturing personal. Read More