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Stop me if you’ve heard this one…+

The curse of repetition stalks every sales person. From day to day, week to week, and month to month, we...

Read More+ 1454 days ago
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Battle Royale+

Have you ever walked out of a client meeting and passed a competitor who was walking in? Or have you...

Read More+ 1475 days ago
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You Don’t Know What You Don’t Know+

Most sales people have faced this moment of terror: Your prospect asks you a detailed and important question about your...

Read More+ 1541 days ago
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You Can’t Always Get What You Want+

The “Happiness Paradox” of John Stewart Mill states that, “Only those are happy…who have their mind fixed on something other...

Read More+ 1733 days ago
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Are you in sales? Or are you in marketing?+

The answer to the question above is; “Both.” As technology increases our individual capabilities, there is an ever-smaller distinction between...

Read More+ 1813 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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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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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