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Timing is fundamental to success in sales, and timing is triggered by events, internal or external. In this three part webinar series you will learn to leverage trigger events, and what to do when you are at the right place at the right time Read More

Business-to-business sales has much in common with insurgencies and counterinsurgencies, not least of which is the outcome of winning hearts and minds. Too much of our focus is in selling our solutions instead of working to understand and capture the human terrain Read More

Sellers need to play with the same passion athletes do in sudden death situations. The passion drive attitude, behaviour and results Read More

Q2 2010 is over. Now it’s time to begin working on building a great Q3 2010. Follow this thirteen-week plan to build your sales skills and attributes, and win your dream clients Read More

Being an effective, professional salesperson is more challenging now than ever. There are no easy answers, and success means focusing on continually improving and sharpening your skills and attributes Read More

This weekend is very much half time for the year and for most people's sales year. It is a good time to step back and ensure that you time allocation now is aligned with the plan you set at the start of the year. It is a great time to make adjustments and continue towards goal. Read More

To succeed in sales, you need to do your best work for your dream clients, the clients for who you can produce breath-taking, mind-altering results. When you settle for prospects, you often end up with nightmare clients instead of dream clients Read More

Ask any sales manager about the need for continuous sales training and you instantly get agreement that it is important. So why isn’t there more of it going on? The fact is, most money spent on sales training is wasted. Typically, it annoys most reps, bores many and is totally forgotten within 30 days Read More

This sign has been on the bookshelf of every office I’ve ever had. In those years before I earned a private office, it sat next to my telephone. (A few of you out there will recognize its heritage… Read More

Here are three tips for advancing the sale and establishing a solid next step. If any one of these is missing or if you soften one in any way, you’re increasing your chances of stalling the deal… so be strong with all three Read More