Does it bother you when prospects treat your specialized products, and services like a commodity? Are you tired of having to discount deals to win competitive situations? Salespeople generally don’t like
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Well, here we are … The year is already halfway “in the books” and, if you’re like most business owners and sales professionals, you likely fall into one of three
Read More Whether you are new in your role as a director of sales, or sales manager, or fancy yourself as an “old hand,” at my company, we believe there are five
Read More If you’ve been keeping up with this column, you may have noticed a theme: the fact that it’s never a bad idea to “get back to the basics” and constantly
Read More It’s the time of year when hope springs eternal, all 30 teams are undefeated, the weather is perpetually glorious and families are already thinking about summer vacation plans. It is
Read More If you’re a sports fan, you already know that “March Madness” refers to the annual NCAA single-elimination college basketball tournament. The month of March also signifies the arrival of a
Read More Sales has traditionally been an intuition-driven profession: “What’s in your pipeline? What do you think is going to close?” But these days, that approach puts companies and organizations at a
Read More Happy New Year. As we continue to reboot to whatever the “new normal” is, here’s hoping that this year will be one of health, happiness and prosperity for you and
Read More It’s hard to believe the holidays are already here, and if you’re like many business owners, managers and sellers, you’re either looking back on the year with a high degree
Read More If you’re reading this article, chances are pretty good that you’re a business owner, general manager, company executive or sales manager. And, as we’re heading into the fourth quarter of
Read More Question: When should you tell your “significant other” that you love them? Answer: Before someone else does. The same basic principle holds true for your clients and customers. Your best
Read More Welcome to the dog days of summer—that time when the temperature and humidity are still unbearable, families are trying to squeeze in the last days of summer vacation before going
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