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Achieving success with cold calling is all about maintaining perspective. Too often people approach cold calling with the idea that they want to see results now. They end up abandoning the activity because they don't feel like they are making any progress. Check out these 2 Simple Goals for Cold Calling Success... Read More

Should nonprofits think of themselves as "sellers?" Read More

Far too many salespeople turn to their boss or company for their personal motivation to be successful in sales. This is a huge mistake, as salespeople need to be responsible for their own motivation if they want to become successful. Read More

The author encourages sellers to embrace the statistics that describe their performance - even if the statistics don't always tell the whole story. Read More

Decades of research now reveal the secret to making your sales goal! Read More

As sales professionals, we need to deal with the sales pressure points. but do we have to do it by applying pressure? Read More

For many growing businesses, responding to requests for proposals (RFPs) plays a major role in a business development plan. But it's also a task that can hone a company's performance and improve its chances for getting new customers. Here are seven tips for making your proposal stand out among the competition. Read More

No matter what you sell, the core competency every sales person needs is the ability to build relationships. Whether you've got five minutes or five months, your capacity to build rapport with your prospects is critical, and that was the topic of our discussion with Kim Williams, Vice President of Sales at Pike's Home Maintenance. Read More

Motivating professionals is about much more than money. Read More