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The new year brings new opportunities and possibilities. It also bring a new feature to The Pipeline, a weekly guest post by a leading sales or revenue related expert. To start things off we have a very special view on the state of sales in 2011 from Mr. Dave Stein, CEO and Founder, ES Research Read More
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To avoid the Procrustean bed, you have to work on the variable that has the greatest impact on sales results and the greatest impact on productivity; that variable is the win rate. Read More
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It's Friday afternoon, the end of an incredibly busy week, I'm taking a few moments to reflect on some of the most interesting discussions of the week.  With Read More
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Maybe it’s my age, but I’m finally able to confront the fact that there are a few business lessons that are:

* Unquestionably true
* Have been taught to me by mentors, customers and various & sundry successful, experienced executives
* Have been beaten into me by the relentless for Read More
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To close more sales, have you ever thought of leading with something of value? Here is a video that shows you how to do that. Read More
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There is a gap between where you are and where you want to be. Closing that gap means change, and only you can close that gap. Read More
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Many business owners mistakenly believe that anyone and evderyone can sell. While this may be true, the essential compoment is ensuring that people are selling in the appropriate type of sales environment. Read More
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Can nice sales people become effective sales hunters? Hunting for new business creates conflict and 'nice' people usually don't handle conflict well. Read More
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I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of their performance management system in which they looked at performance across a couple of dimensions, Getting It Done and Doing It Right. I really liked his comment, but wanted to address it in a much broader sense. Read More
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When a small company gets stuck in a long drawn out sales cycle when landing big sales they should pull out of the deal. There will be plenty of other opportunities for making big sales with other companies. Read More
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Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!








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