(Reader Alert: This article is about golf; if you are not a fan or a participant – or have little patience for those who are – please feel free to
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The month of June signifies different things to different people: weddings, graduations, Father’s Day, hurricane season, the Summer Solstice, etc. The kids are out of school, summer vacations are being
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The month of May signifies many things to many people, depending upon your point of view and frame of reference. It’s the peak of springtime (and the precursor of hot,
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Dear Jim, How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in
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In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but,
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By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find,
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Happy New Year! Here’s to a healthy, prosperous and productive 2024 for you, your family and your team. If you’re reading this article, chances are you’re already a successful business
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As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months.
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It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling
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If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season.
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By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the
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In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.”
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