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21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high ...

It is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved--for every evolution in trade has had a profound impact on sales.

Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of ...

Would you rather get 56 leads for $49,835 or 27 leads for $172,200? Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. When we assess a new (for PointClear) business opportunity, or evaluate the results of a current client’s program, we look at the following: ...

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Last week I was speaking to a large group of salespeople and sales managers about building sales strategy and positioning their companies and services to win; during an “open time”, a question was asked about pipeline ...

It is prospecting week on Sales POP! Every day this week a different expert weighs in on how to do it effectively - Meredith Powell kicks it off with this post:

As a New Englander, I have a confession to make. I bailed on the Super Bowl at half time. Yup. I was at a great Super Bowl party, hitting going there before heading home after a solid week of business travel. The food was great, the company was even better. But the Patriots in the ...

It’s quite common on today’s business world that everyone perceives themselves to be busier than ever, under heavier demand, and to have less control than ever over the pace at which everything operates. For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. Why? Let’s ...