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Sales people need to set boundaries on how long they are willing to be kept waiting before moving on from a meeting. After a certain point the outcome is more than obvious. Read More

It’s easy to do the sales tasks you enjoy. Being a more professional and more successful salesperson means doing what most needs done—and what you most often avoid. Read More

One year. 14,000 votes for your articles. Almost 2,000 comments left.

Helping build a business community.

Need I say more? Happy Anniversary! Read More

Your rituals are the behaviors that you commit to that have no end. It is their consistency and their endlessness that make them the driving force of your results. Read More

I’ve heard ‘em all. Every reason why creating and maintaining an e-Rep is a great idea, but not for me because…

* I’m too busy
* I don’t know what to blog about
* I’m no tech whiz
* It’s too complex
* It’s too hard to learn how
* I’m a sales pro, not a techo-geek
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Do you have trouble getting started prospecting first thing in the morning? Are you distracted? Avoid distractions; don't check email first thing in the morning. Read More

One way to figure out how to make a better cold call (and no cold calling is not dead), is to examine a bad one and learn what to avoid. That is exactly what Art Sobczak does in today's guest post, both looking at the mistakes, and suggesting alternatives. Read More

There is one primary reason that entrepreneurs, solopreneurs, and consultants fail. And there is a single, simple (yet difficult) solution. Read More

Non-compliance means digging your heels in and making a good fight when there is a good reason to do so, when there is something worth fighting for.
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Does the number of follower one has on Twitter or elsewhere equate to the quality of the offering, or speak more to the time and effort spent collecting followers; time and effort that may have improved the offering? Read More