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Don’t Get Swayed. Be careful not to get swayed too far from the original vision while remaining open to new ideas. The benefit o...

Even the best sales people can struggle to stay motivated through the never-ending business development “chase”. Here are some...

During a workshop recently, a participant asked me if an old-fashioned snail mail sales letter still works for generating leads....

Regular training for your employees is integral to productivity and profitability, meaning it’s something you should never take ...

There is no doubt that social media has added to sales, and people who leverage it, along with other resources available, will usu...

I’ve been doing a lot of copywriting workshops lately. In fact, I just got back from conducting a training program for a terrifi...

Before the Meeting: Before any 1st appointment, send the prospect the following email as your agenda: First Name, Looking forward ...

In 1970 the rock group, Five Man Electrical band, had a hit called “Can’t you read the signs.” You probably remember the ref...

The title of this post makes an unsafe assumption, specifically that many in sales are prepared for the expected, they are not. Gi...

Where Would We Be Without Customers Customers are the most important component of your marketing program. You can have the best pr...

Here’s Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn’t...

Many organizations take advantage of a means of accomplishing thing through a process popularized by Peter Drucker known as Manage...