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Too often, it seems that sales people's questioning strategies are not really oriented about discovering the customer's needs, priorities, and requirements. Instead, they seem oriented to getting the customer to say a specific thing or respond in a specific manner. Once the sales person hears the d Read More

It's happened to me again... A whole chunk of my knowledge about sales and marketing just got blown up; has become utterly obsolete. I'm specifically talking about radio. Read More

Do you have a tough time booking sales meetings with new prospective clients? Want to know a way to increase your success rate in booking new meetings? Read More

Sales professionals are largely the public face of a company or organizations and people judge the company by seeing and judging the sales personnel. Sales professionals need to have... Read More

To succeed in sales, you have to know the outcome that you want from the actions you are taking, and you have to have a single-minded focus on achieving that outcome Read More

I hear from sales people all over, My manager won't let go!  She's micro managing me!  As I listened to these complaints, as I started to watch and see Read More

WWJD. What would (Steve) Jobs do?

Hugh Hefner recently tweeted that Playboy Magazine would become available on the ipad. Uncensored. But will Apple allow it? Read More

An effective sales process establishes stages, or ZONES, based on aligning the selling process with the buying process. This includes details such as tasks, tools, and even specific questions that move the mutual process forward efficiently. Read More

There are some positions where commission-only structure makes sense. There are some salespeople for whom a commission-only pay structure makes sense. They are few. Read More