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Business acumen doesn’t follow closing, differentiation, or prospecting, even though it is fourth on the list. Although there are salespeople who may be able to close and obtain commitments, most of the time the ability to obtain commitments is reinforced or enabled by the salesperson’s business ac Read More

Having a shorter sales cycle is good, but not if it risks getting more sales. Shorter does not mean more efficient, so look for efficiencies that drive more results, that does not always equal faster. Read More

Sales is a team sport. You succeed for and with a team, and bringing that team together early and often improves your odds of winning your dream client opportunity. Read More

Sometimes momentum is positive, helping you to climb to greater heights and produce greater and greater results. But momentum can work the other way, too. Read More

What business are you in? Peter Drucker's famous question is as relevant and important as ever. Think you're immune to devastating, company-killing innovation from some unexpected quarter? Think it's easy to see it coming? Think again... Read More

As sales and marketing continue to collaborate, alignment and tools help the two ac hive greater success. Today's guest post looks at tools, strategies and use of social media to achieve improved results. Read More

The inability to listen sends your dream client a message. It tells them all they need to know. And it will undo your ability to win an opportunity. Read More

You need new skills, new ideas, new strategies, and new tools. To make room for new skills, new ideas, new strategies, and new tools, you have to do some unlearning Read More

While improving sales skill is key yo ongoing sales success, how well you use or waste time can be more important. Read More

Today’s results are the result of work you did or didn’t do last quarter, the quarter before that, and maybe even a few of the quarters before those two quarters. Read More