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The author tells four short stories with applications to sales and sales management. One is about ladies with the nickname The Oatmeal Queens. Read More

The author encourages sellers to embrace the statistics that describe their performance - even if the statistics don't always tell the whole story. Read More

The author uses a real life story to make his point about motivating a sales staff. Read More

The author describes the necessary steps for protecting your best accounts. Read More

The author describes the actions sellers must take in order to thrive in the New Normal. Read More

The author draws a parallel between the success of the youngest soccer players and sales people. Read More

the author tells a story of his youth that taught him lessons that others are learning right now. Read More

The author encourages sellers to spend less time on the content of their important presentations and more on the dynamics of being memorable. Read More

The author challenges advertising sellers to think about how the shifting economy is opening up opportunities. Read More

The author describes some of the pitfalls that media sellers encounter when following up on proposals. He also offers suggestions on the best way to follow up. Read More