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There is an upside to sales as a science. You are in control! You can master the steps and skills needed to consistently succeed. You just have to be willing to.. Read More

There is no universal deal template and no single solution to winning deals. Your company expects you to know when you are off the roadmap, to be resourceful enough to achieve your outcome anyway, and to get help when you need it Read More

Have any habits that might annoy your customers? Have any bad habits you thought you had dropped, but haven’t? The answer, of course is, “Yes.” Here’s a quick video to help stay focused on your not-so-spiffy behavior patterns Read More

Activity isn’t a cure for all sales problems. But it is a solution for the problems that result from low activity. These problems plague salespeople with great sales skills but low activity. Take action on these ideas to improve your activity Read More

It’s a Saturday. It’s past 5:00 PM. I’ve been locked up in an orchestra rehearsal room with eight other unpaid compatriots for the last seven hours. That was after two hours of prep at home this morning. It was an “extra” meeting of the Cobb Symphony Orchestra Board of Trustees. We’re in the midst of a search for a new Executive Director and trying to figure out how to survive financially in an economy that has absolutely hammered non-profits coast to coast. We’ll be fine, but only because the group is so fully committed. The time and effort, though, is really wearing. It’s almost like having a second full time job Read More

Todd Youngblood explores the pros – cons and challenges for companies considering forming a Customer Advisory Council. A great concept that can pay great dividends when properly executed for the right objectives Read More

You can never allow a week to go by without producing some meaningful, brag-worthy results. Your time is too short, and your results are critical to your short and long-term success—and your company’s. Do something worth bragging about Read More

There aren’t many feelings as cool as when you get to see one of your own best practices kick in. I had the great good fortune this past Wednesday to watch one of mine take hold and accomplish its intended effect. (I just wish I had actually thought the practice up instead of simply bumbling into it about four years ago… Read More

Greatness in sales isn’t gained by delivering the status quo. You have set yourself apart by promising to hold yourself to a higher standard. Your dream client is going to hold you to that higher standard Read More

In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes a common bond. Last week I decided to focus on something a lot of customers say that derails a sales call. The first thing I did was project the following words up on the wall:

You don’t understand. We’re different Read More