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Even legendary technology can use a little help to take its rightful place in history. I began my sales career at Xerox in a collaborative environment driven by a pervasive selling culture and a truly energized client focus. It was a great place to be and an even better place to start. And Xerox was ...

..and what you need to do about it! Do you know the most difficult time to close a deal, the toughest time to close a sale? Yes, you are right, when you need the sale to close. I don’t care if your best friend or you mother is your prospect, you can bet that if ...

Have You Heard the Secret? There’s a secret in sales that you need to know. A secret so straightforward, yet so potent and up till now surprisingly little understood. Chances are your competitors don’t know it. I’m talking about ‘Win Themes™. Don’t be embarrassed if you’ve never heard the term; only those ‘in the know’ ...

The elements–water, fire, earth and air–are reflected everywhere, for example in landscaping, architecture, martial arts and in many different philosophies. In my new blog series, we’re looking at how they are reflected in sales. Let’s continue with more about water. As discussed in the last blog in this series, it all begins with water. That ...

Believe it or not, the achievement of a sales quota is simpler than you may think. Just look to a sales genius and one of the greatest innovators of our time, none other than Steve Jobs, and practice one of the principles that made him great: “People think focus means saying yes to the thing ...

The "long dollar" is the most valuable prize coveted by sales; it's a dollar that keeps on giving to the sales person and to the organization.

Instead of just a sales department, build a selling organization that coaches, encourages and rewards behaviors that contribute to financial goals.

So you are now well into Q3, Q4 is looming around the corner, and perhaps you are well behind where you need to be revenue-wise. Perhaps you have lost some big opportunities and you are feeling pretty defeated. If this sounds like you then consider a lesson from 1776. In the winter of that year ...