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Is sales training something a VP of Sales should deliver personally, be part of his strategic outlook to be delivered by another resource (either internal or external)? Read More

What is the number one reason you lost that sale? Is it issues handling objections, you just don't know how to close, can't keep their attention, lack of follow up? Wrong. Read More

Feeling stalled out and overwhelmed by all the little tasks that need to be done but that you hate doing? Too many distractions disguised as work killing your motivation? There's a simple answer for the entrepreneur: learn to delegate! Read More

We don't have anything to pitch, but we need to meet with our customers. What do we talk to them about? We focus so much on pitching, we have not developed our skills in understanding the customer and their needs. How do we walk into customers with a blank pad of paper and a few questions. Read More

This is primarily a sales training issue, but once trained, it becomes a sales management and coaching issue. Read More

No matter what the conditions, a company can't shrink it's way to success, nor can a seller succeed with a shrinking pipeline. Read More

Sofas, comfy chairs, soft lighting, attractive surroundings - all in the name of a nice cup of coffee for their clients. but what can you learn from the coffee shops? Read More

Voice mail is here to stay, so instead of trying to beat it, why not use it to your advantage. Here a couple of simple ways. Read More

What if we changed the way we looked at Sales Productivity. Rather than focusing on sales related activities, let's look at non-sales related activities. It's likely we'll find tremendous time drains in those areas that can improve sales productivity. Read More