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The same dissatisfaction that allows you to win clients exists in some part of your client base. Your key accounts, regardless of your long relationship, are always at risk. But these four behaviors do more to put your clients at risk than any external threat or competitor. Read More

Making mistakes in sales is not always the best, but it is human and happens. When they do, you have a real opportunity to create the right impression with the buyer in the way you respond and handle things. Done right, it could all be in your favour at the end. Read More

Much of what we encounter in sales is out of our control. But we can exercise control over ourselves, our behaviors, and our actions to make what is out of our control more likely to result in a deal. Read More

Have you seen the latest research identifying how customers find you? HubSpot posted this new chart based on a survey conducted by RainToday. It tells me we need to focus on developing four key areas... Read More

Here is an exhaustive list of what great salespeople do. Is anything missing from this list? Should anything be deleted from the list? Read More

Hunting for new prospects isn’t easy. When we find an opportunity, we have to make it count! Check out these 5 tips for mastering first time appointments... Read More

The fastest way to become a commodity is to behave like one. Commoditization is built on undifferentiated service, by failure to create meaningful relationships, and by a failure to solve your client’s biggest most pressing issues. Read More

While change is good, sales people need to understand that buyers are more interested in improvement, not just change for change sake. Sellers need to help buyers see and get excited about the results of the new solution, not just the fact that it is new and a change from the last. Read More

While there is a lot of things that sales people have to manage and juggle while executing a sales, making sure that their sales process is aligned with the buyer's buying process is key. Mismanaging this, leads to both longer sales cycles, lost sales and a lot of misspent energy and resources. Read More

My daughter and I went to Noodles and Company in Eagan, Minnesota, for dinner last week. We placed our order at the register, and as it became time for us to pay for our order, I realized I had left... Read More