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Price has always been a main reason that keeps sales people from selling. At least, that’s what sales people say. Here is some h...

Talk to any ‘executoide’, and KPI’s (Key Performance Indicators) are bound to be part of the conversation. Nice and practica...

The sales process you’ve defined to grow your business may be the very thing that is keeping your sales team from succeeding....

There’s been much talk about the future of the sales profession. Yet, there are steps salespeople can (and should) take right no...

If you follow this blog, you may have seen that several times I have suggested that those people who are not cut out for a career ...

Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is need...

How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. To use a s...

Here’s a typical exchange between a prospect and a salesperson when this common sales objection is raised...

“I’m confused. I’ve had great meetings with the right people in the organization. They said that our product looks terrific�...

Let’s be honest, sales is hard, and nobody really plans to get into sales. For many of us, a career in sales was not our dream j...

What are the biggest mistakes salespeople make with PowerPoint presentations? Too Product / Service Oriented and Too Many Slides M...

Everyone knows and expects prospecting to be laborious. Often we hear people say that it’s a “numbers game”. Well … that i...