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Blog Category // 2011

9 Best B2B Sales Books For New Salespeople

Here's my list of the best B2B sales books:
Information Disparity 2-part video series

Manage the Fire Hose of Information for Your Clients

One of the many forces that has changed the way people and companies buy is the availability of information. There is more ...

Questions to ask during your year end review

It’s over. Next week, we start over. It’s a new game (or it could be, anyway), and a new season. Before we get started, how ...

Avoidance is not a relationship building strategy

You aren’t everyone’s cup of tea. There are some people with whom you just won’t click. And there are some people that are ...

Stay in control, Use your sales process And be flexible.

“You can’t succeed without following your sales process.”

My Extended Brain

We are all busier than we have ever been. We are being asked to produce greater results with fewer resources. We are also ...

Merry Christmas and Happy Holidays!

Merry Christmas and Happy Holidays!

Spend Time Seeking Opportunities than solving problems

File this under “staying out of operations.”

How to part as friends

A couple nights ago I was speaking to a friend on the telephone. She told me a story about a consultant that won a big ...
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Extending the value of your relationships

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...

You aren’t unable. You are unwilling.

There are two sets of problems that salespeople face in producing results. Salespeople get the two sets of problems ...

Your Sales Results Are the Result of Your Choices

Your sales results are the consequence of the choices you make. There are three fundamental choices that determine your ...

The Only Motivational Speaker You Will Listen To

There is really only one motivational speaker that can help you produce better results and live a happy and fulfilled life.

Why You Need To Ask Your Client About Their Spending Early

Some salespeople are fearful to ask their prospective dream clients how much they spend in their category early in the sales ...

How Do You Sound to Others?

Last night I had the terrible misfortune of flying home while sitting across the aisle from two women who were “talking.” ...

Keep, Start, Stop

You are thinking about next years goals, right? All you have to do is make three lists. That should be easy enough, right?

But No One Is Buying Now

The holiday season can be a tough time for salespeople. Many of their clients and prospects take time off, and the ones that ...

Thoughts on Tools for Managing Client Relationships and the Sales Process

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...

Building Consensus

In larger, more complex sales, it isn’t likely that there is a single decision-maker. It’s more likely that major decisions ...

How You Can Help With The Upcoming Flight From Price to Results

Over the past few months, I have witnessed more and more companies moving away from price as their dominating ...

If You Would Challenge Your Client

Your clients need you to bring them the next big idea. They need you to be a strategic advantage and to help to propel their ...
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