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Managing your pipeline should bring value to you selling, not distract you from it. The piece looks at a couple of things that may sidetrack you from your goal, and impact results. Read More

In part 2, I want to follow up with an overview of what needs to be done to ensure that an After Action Review is successful. Let’s get straight to it, with my 8 new tips... Read More

Sometimes you want to be creative in sales, and you are right to be. But other times, you are using it as an excuse to avoid what is difficult. Read More

Is Luck merely some weird happenstance that is totally out of your control? And if not, how do you make your won Luck? Here are 3 Basic Rules. Read More

Many of us regularly attend business networking events. Have you ever wondered if there's a fast track to be in the spotlight so more people remember you and your company? Read More

Having looked at sales people leaving voice mail, the question comes up as to why many people do not return. Beyond really bad messages, why do some people choose to hide behind voice mail, rather than to use it as a productivity tool? Read More

“The secret of success in life is for a man to be ready for his opportunity when it comes.” – Benjamin Disraeli

…and according to Murphy’s Law, that big opportunity will always come by at an incredibly inopportune time. Read More

While it may seem counter-intuitive, there are quite a few reasons why business owners want to resist the urge to delete comments and reviews that are critical of them. Sometimes, negative reviews can actually help, not harm, your business. Here are a few reasons why it’s okay to let negative revie Read More

Without fail when I talk about E-Rep and the use of social media in B2B sales the, “I don’t have the time,” issues comes up. Ughhh… Are you kidding me? Read More

Having the right ENTREPRENEURIAL MINDSET about using other people's money is your best protection against doing a you’re-gonna-regret-it-later financing deal. Read how to get it here... Read More