Archive for April, 2011

Why Sales is Broken

There are all kinds of ideas about how and why sales is broken.

There are those who believe that sales is broken because salespeople are selfish. This isn’t even close to being true. Salespeople are people, and they are no more or less selfish…

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Wait Them Out

Sometimes winning your dream client means that you have to wait someone out.

A few years back, we identified a dream client. They were custom built for us; we were the perfect group to do breath-taking, jaw-dropping, earth-shattering work for…

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What It Takes To Make Your Number

Selling isn’t easy. From quarter to quarter, you have to make your number. That requires that you take all kinds of different activities and produce all kinds of outcomes.

Managing your time, your focus, your activities, and your outcomes is…

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