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Promises, promises…+

Sales people often get a bad rap for being, well…liars. Even within our own organizations, people on the development and...

Read More+ 1426 days ago
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Flying off the handle+

We’ve all said things we regret. We’ve said those things to our spouses, our friends, our bosses, and our prospects....

Read More+ 1448 days ago
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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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News flash: You are “in sales” – whether you like it or not+

“Oh, I could never be in sales!” How many times have you heard people say that? And how many of...

Read More+ 1532 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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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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Lights, Camera…ACTION!+

Why is a bad sales person like a bad actor? We know that they are both painful to watch –...

Read More+ 1839 days ago
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Big is small…and small is big.+

Here’s a crazy paradox: Giant mega-companies are trying to convince everyone that they are nimble, quirky, local, and small(ish) in...

Read More+ 1875 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