May 12, 2018

If you have been in sales for awhile, you have probably experienced a unicorn. That magical sale that falls into your lap. No need to follow up, no sales cycle, no work. No problems. The buyer said yes to everything, and the set up went off without a hitch. When this h...

May 9, 2018

Being a good problem solver goes hand in hand with being a good salesperson. Rather than focusing on features and benefits, place the attention in the room on problem-solving. What are the issues, implications, and results of the offering? Features and benefits are nic...

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When to Say "When", A Guide to Letting Go of Losers

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