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What is it? It’s a rule to help you measure a customer’s true interest & the quality of an opportunity. Why is it importa...

The following technique can work for just about any profession. But for the sake of illustration, imagine you’re a freelance cop...

Finally, after many calls, emails and conversations, you get a nibble. The customer tells you they are ready, interested & wil...

Tip Sheet #10 from Doing the Right Things Right by Laura Stack How much do you value your time? Maybe you’ve never seriously con...

How you ask a question will make a big difference in how it is answered, and the impact that has on your ability to move the proce...

Everyday leads all over the world go unfulfilled. Why? Because the sales person simply can’t get hold of the leads. So … If yo...

COI’s are “people who know the people you want to meet”. COI’s don’t buy from you. They are not distributors or reseller...

Most people in sales see themselves as forward looking, bright positive people, after all, we make a living helping people, right?...

When I speak to business executives, one of the challenges I often hear is that their sales team is not doing the things they feel...

Feeling slammed? Let me guess. You’re under intense pressure to meet your monthly numbers. It’s impossible to keep up with all...

Whether we are working with prospects or long-standing customers, negotiation is a very real element of the buying process for man...

OK … so you have just been hired either as a business developer/lead generator or a sales person for a new company. You are exci...