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Live from The Conference Board’s Senior Sales Executive Conference Feb 23rd and 24th.

Skip Anderson from Selling to Consumers and I will be blogging live from The Conference Board’s Senior Sales Executive Conference on February 23rd and 24th. Join us in Chicago if you can. If not, follow the conference here and on Skip’s blog. Follow us on Twitter at ...

Business Acumen: A General Understanding of Business Principles

Business acumen doesn’t follow closing, differentiation, or prospecting, even though it is fourth on the list.

Prospecting: The Ability to Open Relationships

The third sales-related attribute is the ability to prospect.

Differentiate: The Ability to Stand Out In a Crowd

The ability to differentiate follows closing because you need to be able to obtain commitments in order to have the ...

Closing: The Ability to Ask For and Obtain Commitments

The attributes a successful salesperson must possess and develop are built upon the foundational success attributes covered ...
Information Disparity 2-part video series

Influence: The Ability to Persuade Others

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What I Am Afraid Of

I am afraid that you underestimate your competition.

Communication: The Ability to Listen and to Explain Ideas

The eighth essential attribute for salespeople is Communication.

Empathy and Emotional Intelligence: The Ability to Connect

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Caring: The Desire to Achieve a Positive Outcome for Others

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In Defense of Competitiveness in Salespeople

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Resourcefulness: The Ability to Find A Way

Resourcefulness is the ability to find a way to reach your goal or to make one. This is especially true when the goal is ...

Initiative: The Ability to Take Action Proactively

Initiative follows the first attribute, self-discipline, because initiative is means taking actions before they are ...
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Three Thoughts on Competitiveness in Salespeople

Yesterday’s post on competitiveness in salespeople brought three comments, all of which require more than a response in the ...

Competitiveness in Salespeople

As children you were encouraged to play sports and games. You were taught to compete. Unless your profession is something as ...

Who Do You Have To Be To Evolve?

It is not the strongest of the species that survives, nor the most intelligent; it is the one that is most adaptable to ...

A Salesperson Must Be Optimistic

Optimism is a philosophy. It’s the belief that things will work out for the best, regardless of how the situation looks ...
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Just Get In

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This Week’s Sales Smack: Innovation in Sales, an Oxymoron?

My friends, David Brock ad Jim Keenan, are hosting another episode of Sales Smack. This week’s topic is Innovation in Sales, ...

Three Thoughts on Business Relationships

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Who Are You Warming It Up For?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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