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No matter what the conditions, a company can't shrink it's way to success, nor can a seller succeed with a shrinking pipeline. Read More

Voice mail is here to stay, so instead of trying to beat it, why not use it to your advantage. Here a couple of simple ways. Read More

What if we changed the way we looked at Sales Productivity. Rather than focusing on sales related activities, let's look at non-sales related activities. It's likely we'll find tremendous time drains in those areas that can improve sales productivity. Read More

While we may not be sure that the economy is here or there, it is always a good time to invest time and a little money in your own success, here three great ways to take charge of your success. Read More

Great actors, great athletes, great chefs, great musicians, and great salespeople usually make their performances look easy. But behind that facade are the mechanics of their professions fueling the next scene, the next quarter, the next course, the next movement, and the next sales interaction. Read More

Time is the key element in success, yet the most under utilized. Changing how much and how one uses time, can change the outcome of the activity. Read More

During a selling interaction, sometimes salespeople get so wrapped up in their product or their pitch that they forget a human being is right there next to them. Read More

Lehman Brothers, on the one year anniversary of this largest bankruptcy in US history, there are lessons to be learned from this financial system catastrophe. Here they are... Read More

A look at how our own definitions of truth, and what we consider to be truthful and honest, can effect our international business success. Different people, different cultures have different boundaries for what they consider to be truthful. Here is one way to build trust in cross-cultural communication. Read More

When there is a change to any element in your promise to an international client, you need to immediately stop and think of your international client. Usually the your best option is to immediately be honest and upfront with your international client. Here is why. Read More