The Difference Between a Friendship & Business Relationship

Read time: 3 Minutes This is an interesting topic because it is often misunderstood. When giving thought to establishing a “relationship” with prospects many Sales Representatives think of the process in terms of establishing a “friendship”. Here is how Wikipedia… Read More →

Qualifying Sales Opportunity – Be Prepared to Say “Next”

Read time: 3.5 minutes Not only does effectively qualifying sales opportunity make sound business sense it also makes you feel terrific! Qualifying deals puts you in control. And when you’re in control you are focused, decisive and you feel strong.… Read More →

How to Shorten Your Sales Cycle – Part 2

In the first blog of this 5 part series, I encouraged you to put focus on what it takes to shorten your sales cycle. I explained that the skills needed to shorten the sales cycle are virtually the same skills… Read More →

Short Video Tip on Application are More Important Than Features

Your prospects are overwhelmed. The market place appears to be permanently stuck in a “do more with less” mode and as a result the people you want to meet with are buried with responsibilities wrapped in tight time frames. But,… Read More →

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