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Confirm for Deeper Discovery

Let’s go old school with a quote from the Greek philosopher, Socrates: “Life is full of questions. Idiots are full of answers.” More than 2000 years later, his standard of reasoning holds true..

10 Insights in 10 Seconds to Increase Your Revenue Generation

I was told by a friend recently it's been scientifically proven that our concept of time speeds up as we age. I wonder if that is why it seems there are not enough hours in the day to get..

Survival of the Fittest: Thriving in a Dynamic Sales World

I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the information-technology revolution, I’m reminded every..

Sales Training and Performance Olympic-Style

I love the Olympics.  The competition is fantastic and more than the competition, I love to hear the stories of the talented athletes.  The journeys of hard work, adversity, triumph and their..

When the Weather Outside is Frightful, Build Your Pipeline With Warm Calls

Blustery conditions are expected in Pyeongchang, South Korea for the opening ceremony of the 2018 Winter Olympics. Even so, the athletes will surely be donning their country colors with pride and..

On Value: Making the Case for Being Worth It

As 2017 came to an end, there were a few key purchasing decisions I was considering. The time had come for our firm to upgrade our infrastructure and technology platforms.  Going through the..

Power Up for Your Best Year Yet!

For most of us working in a sales role, the end-of-year is a crazy time. We’re busy closing the quarter, and often, the fiscal year. The pressure is huge as we make sure revenue is delivered by..

The Art of Asking Insightful Questions

You have the meeting.  You have been trying to schedule it for a long time.  It is with a high-level executive in a key prospect account.  This is it—your shot to create an opportunity.  Now..

How to Avoid the Agony of Defeat

Growing up, I remember watching the long-running TV series, “The Wide World of Sports.” The opening preamble was legendary: “Spanning the globe to bring you the constant variety of sport... the..

3 Ways to Increase the Effectiveness of Your Linkedin Network

Too many sales executives get caught up in their Linkedin numbers, the followers, the contacts, the likes - but a network, like everything in sales, should be measured on its ability to produce..

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