July 21, 2017

I have coached sales teams that tell me their product is a commodity, and I have had sales professionals that never lower their price and are top producers in their field of competitors. What is the answer; value, price, or both?

According to a recent study on consumer...

July 15, 2017

I remember the first time I went to the Circus. I was six years old. I was in awe of the sights and sounds, the acrobats performing death defying feats as the crowd gasped. The Tigers with their fierce growls and the Lippizon stallions as they pranced around the arena...

July 11, 2017

A client recently came to me with a problem. She was unable to close sales. This is a big issue for a sales professional.

Assuming she was doing everything else correctly, I asked her how many prospects she had been contacting. She produced a huge list of candidates and...

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