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This Day Too Shall Pass+

Let’s face it – sales can be an extremely stressful profession. We’ve got quarterly numbers to make. We’ve got commissions...

Read More+ 1908 days ago
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The Six-Year-Old Scrum+

Playing soccer in 8th grade, I was always surprised by the tremendous inconsistency of our team’s level of play. On...

Read More+ 1949 days ago
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Why Are You Still At Work?+

Charles De Gaulle once said that, “The graveyards are full of indispensable men.” This is an important lesson that all...

Read More+ 1960 days ago
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Don’t Despair+

I know this is hard to believe, but a few years back, I actually lost two sales in a row...

Read More+ 1978 days ago
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It Costs What It Costs+

Why are people always asking you to lower the price of your products and services? The answer is simple; because...

Read More+ 1993 days ago
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Run Away! The Art of Attracting What You Want+

The German philosopher Heidegger said that we tend to pursue those things that retreat from us. Every sales person is...

Read More+ 2008 days ago
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Smile, You’re on Candid Camera+

Earlier this year, I decided to install some video security monitors on the outside perimeter of my house. I contacted...

Read More+ 2022 days ago
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Tired Old Lines+

You’ll often hear that an objection in sales is simply, “a request for more information” by your prospect. I prefer...

Read More+ 2034 days ago
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Managing Your Sales Manager+

Lots of sales people dread weekly meetings with their managers. Lots of sales managers dread weekly meetings with their VPs....

Read More+ 2057 days ago
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Competitors Are People Too!+

If you had to, could you convincingly argue the point of view of your main competitor? I hope the answer...

Read More+ 2069 days ago