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Are Your Roadblocks to Success Really Real?

Ray is a seller for a software company that I have been working with for a few weeks.  Although he is a strong seller, he wants to develop more effective prospecting strategies so he can bang on the...

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Eating with the Big Dogs–Taking the Next Big Step in Your Sales Career

Last summer I received an email from Beth, a pharmaceutical salesperson with slightly more than two years of experience, asking me what she should be doing in order to take the next big step in her...

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Focus Your Time on Selling, Not on Busy Work

Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult. As a sales trainer, coach, and consultant, my days are filled with activities that...

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Four Signs It Is Time to Throw in the Towel

A question I’m asked more often now than in the past is “how do I know if it’s time to look for another career?”  With the economy in dire straits it is more difficult to sell now than in the past. For...

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Are You Too Fat and Happy to be Successful?

It may surprise you to learn that I speak to a number of sellers and sales leaders every month who although they mouth the right words, their actions say they’re fat and happy and way too contented to...

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Guest Article: Avoiding the Activity Trap, by Jeb Brooks

Avoiding the Activity Trap by Jeb Brooks Many salespeople make the assumption that activity leads to results. “As long as I’m doing something,” they argue, “results will come.” This is a mistake. It’s...

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Guest Article: To Excel in Selling, by Jerry Acuff

To Excel in Selling by Jerry Acuff To excel in selling, you need to continue to sharpen your skills, to learn more about the art of selling and to continue to hone your craft. The truth is that the...

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In Praise of Failure

In today’s politically correct world the idea there’s no such thing as failure has become so popular that it’s a staple of motivational speakers; sports leagues make sure that every kid feels like a...

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Your Attitude Is Showing–Is It Killing Your Sales?

Whether we like it or not, whether we want it to happen or not, whether we believe it or not, our attitude toward our job, our attitude toward our product or service, and especially our attitude toward...

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You Have to Act the Part to Become the Part

Back in the days when Indians roamed the range, before leather helmets, when the Flying Wedge was all the rage, I played football in high school.  My high school team wasn’t all that great since I went...

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Is Your Employer Knowingly Destroying Your Career?

If you work as an outside, commissioned salesperson, think about what your employer does: Your employer pays for: virtually 100% of your training virtually 100% of your marketing your gas, your cell...

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Guest Article: “The Strengths of Sales Introverts,” by Alen Mayer

The Strengths of Sales Introverts by Alen Mayer So introverts have game, and quite a bit of it to be exact. The advantages and strengths of sales introverts are multiple, and those who know how to draw...

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Take Action Now to Create the Success You Want this Year

Are you in control of your sales career or are you simply going with the flow hoping that you’ll end up somewhere on the plus side? If you haven’t done so already, here are some things you need to do...

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The “Prospecting” Disease

During my three decades in the sales industry I’ve worked with, met, coached, and observed thousands of sellers from a multitude of industries.  They’ve been new and experienced, inside and outside...

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