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As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. Potential territory realignments and new account assignments present both new and foregone opportunities as we proceed laser-focused on our pursuits and clients, those current and those likely to become ...

The upcoming new year influences many to reconsider where they are today and where they wish to be heading, making today the perfect time to reflect on their good and bad experiences over the current year. The first dilemma is whether the time is right to quit one’s job. If so, the question becomes, ‘What ...

High interest rates put a damper on getting a loan. People in the homebuying market have been waiting for lower rates to make an offer. Those who want a new car have been waiting for lower rates before taking out a new car loan. Small business owners have been holding off on getting growth-enabling loans ...

Hearing a ‘ no ‘ for those unfamiliar with sales strategy typically defeats an effort. Realizing the ‘no’ is temporary when handled well is critical. Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. But that doesn’t need to be the case when the issue is ...

Back in 2020, I wrote an article on which I’m now doing an update based on fresh information that I’ve collected. First, some background. Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most ...

Working through company insolvency has to be one of the most difficult tasks any business owner has to endure.The pressure mounts with rising debts and dwindling cash flow. However, insolvency could always be a turning point that brings your business re-evaluation, restructuring, and reinvigoration. Having the appropriate mechanism and approach is how you manage the ...

We all hear highly conflicting advice today, necessitating consideration of the pros and cons before making a serious decision. Each of us is unique; accordingly, no one answer works for everyone. Worse, the emphatic claims you hear may or may not prove accurate. Today’s two topics to exemplify the matter are investment strategies and politics, ...

I’ve always been a student of selling. Even before I started my career carrying a bag for Xerox, I’ve tried hard to focus on the needs of others in order to serve them effectively. Whether waiting tables or playing lacrosse, I strongly believed in teamwork. But it’s only been in the last ten years that ...