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Do you use Google News to find out what's happening in your industry? If you don't, you may be missing some great opportunities to find prospects and look for additional services your clients could use. Read More

Negative sales behaviors result in reducing the likelihood of a sale. On larger, more complex deals, asking for the commitment to buy over and over again is a negative behavior, especially when closing for the commitment is premature. To succeed in sales, you must be able to obtain commitments for something that moves you closer to deal. It may not be A-B-C, always be closing. But it is surely A- Read More

You always need to be prospecting for new clients. Here are 5 tips to help you continually cultivate your prospect base. Read More

Some people use certain words but never deliver on their meaning, while others demonstrate their intent through the way they act, not just mouthing the words. Read More

As much as anything else, a salesperson’s client list is a measure of their effectiveness as a salesperson. It is also a measure of their confidence in their ability. High performing salespeople have the highest levels of skills in all of the skill sets that sales requires, and they have the confidence to sell and to win big deals. Read More

I have some ideas that will help you tap into new resources, find new leads, build credibility, and speed up your sales cycle! Are you using the news to help you increase sales? Read More

Despite the constant and exponential change occurring around us, the key to success in sales (or any endeavor) isn’t found in the shiny new ideas. Success is built on effectiveness, and effectiveness is built on improving the fundamentals and through devoting yourself to personal and professional growth. Read More

The same dissatisfaction that allows you to win clients exists in some part of your client base. Your key accounts, regardless of your long relationship, are always at risk. But these four behaviors do more to put your clients at risk than any external threat or competitor. Read More

Staying in contact with prospects and clients increases your chances of getting sales. How to put together a contact plan and different ways to have touch points with your prospects. Read More