Sales Culture

Too Many Choices!

Have you ever been mattress shopping? Well, recently the decision was made in my household that we needed a new mattress. Yes, after 18 years or about 6,570 nights of faithful service, my mattress is ready to be retired. I think the backaches are a good indicator that it might be time. Obviously, it has […]

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Complacency Kills Sales

More sales. More customer growth and more success. That’s what everyone wants and how we have traditionally defined success as sales professionals. If you are selling more, then you must be successful – right? Perhaps…or maybe not so much anymore. This is true by conventional measures. But the changing face of HOW people do business

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First 2013 Seminar

I am excited to announce the date of the FIRST “Transform Your Sales Culture: Upgrade Your Sales Technology” Seminar for 2013. All of our seminars have been sold out, so I hope you will reserve your spot today. My colleague Gene Marks and I are bringing this seminar to you on February 27 at the

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5 Laws for CRM Success

1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or

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