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If you attend a performance of the Nutcracker or simply listen to some of the suite during the holiday season, one of the selections you'll hear is the "Dance of the Sugar Plum Fairy". Perhaps you can't match the music to the title but I'm sure if you listen to the first 30 seconds of this version Read More

As a seller you should worry less about managing time, and more on allocating it to the right activities. Once you know what, then allocate the time to it and focus on managing your activities in the the time allotted. Read More

Your dream client is keeping score. Your ability to keep your commitments is the best indication of what they should expect from you in the future. Read More

Just opened an email.  It started with, I don't mean to interrupt you.......  I hope he did mean to interrupt me, isn't that the point?  Don't we want to Read More

Your dream clients worry. Right before they are ready to choose and commit, the doubts start to pile up. Winning means addressing these concerns. Read More

The halo sale is a part of your product and service, your employees and you as a person. How does the halo affect you? Read More

It’s no secret that the face of retail has been changed by the recent recession, as well as by emerging technology and a more sophisticated consumer. What habits will customers take with them going forward into 2011 and beyond? Read More

Tis the season to be talking about the Death Of Sales. which I'll shamelessly exploit. As the year ends, I'm seeing a lot of blogs forecasting the death of sales. However, it seems that we've had the discussion, over and over and over..... Other than being great blog fodder, I sometimes wonder why Read More

Innumerate: Unable to understand and use numbers in a calculation.

No, this isn’t your new-word-of-the-day podcast. Its a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of one set of professionals after another. Are sales professionals next??? Read More