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The author writes an open letter to one of his media sellers after a loss. Read More

If you can focus your teams on being more proactive in one area, they will not only be more productive, but will extend to all their work areas, increasing their productivity further. This piece discusses one specific. Read More

I often notice managers and executives frown upon sales people who sell solely on price. The sales rep gets into a situation where... Read More

Are you a sales manager who is having trouble figuring out exactly how to manage the new crop of selling professionals in your organization? Are you confused by your interactions with Generations X and Y? If so, you're not alone. Here is some helpful advice from Tom Schaber and Brad Trnavsky on the Sales Management 2.0 Podcast. Read More

I love great food. I love to eat it, cook it, serve it, talk about it, and read about it. Dining at an excellent restaurant is one of my favorite pastimes. What does this have to do with selling, you ask? Read More

Time to all get together and help the economy while we help ourselves. Now if I can only get coverage. Read More

Retail therapy is not only good for the soul, but also the economy. So why does my health plan not cover it? Read More

"It's exhausting to be a butterfly and disheartening to serve one. There isn't one single store that captures all of their interest, dollars or oh-so-precious time. Consumers have been transformed from loyal, reliable and predicatble patrons into..." Read More

I shook myself down and decided to investigate further. I pride myself on good planning, yet here was something I had failed to consider. It had left no apparent trace of itself in my work. It was bloody invisible. Read More