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May 26, 2016
Death of the Salesman? I Don't Think So

It seems that the wave of the sales revolution is picking up steam. Just now we are seeing many “sales experts” announce that the role of the salesperson is gone. The internet has won and people in selling can be replaced by specialized recognition systems driven by big data manipulation running on machines. First of […]

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May 12, 2016
All About No.

I remember clearly one of the early conversations I had with Jim Camp, author of Start With No. Jim and I had become good friends very quickly. We shared a true passion about the power of NO. America’s number one negotiating coach, Jim passed away in November of 2014 and the world misses his practical […]

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April 27, 2016
Stop Closing!

As sales people we hear it all the time – it’s all about driving to The Close. When are you going to close that deal? What do you need to do wrap this up? The majority of sales training for the last several decades has been focused helping the sales person close the deal. There […]

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April 6, 2016
Take Action Now

Jack Welch, the CEO of General Electric for 20 years gave us countless nuggets of wisdom as he grew GE’s value by 4000%. Amongst them are: Change before you have to. Control your own destiny or someone else will. Face reality as it is, not as it was or as you wish it to be. […]

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March 17, 2016
Plan. Do. Review.

  The Circle of Life is known. The Circle of Seasons is known. The Circle of Beer may not be as well known (yes it’s real…google it.) And the Circle of Selling is probably the least known of all. But it is this specific circle that drives the best performing sales teams to exceptional levels of […]

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