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I usually start breathing fire on this topic, so buckle up. If this starts feeling a little too close to home, don’t get mad. Get better.

There are always two sides to a story, and today’s is about the worthiness of micromarketing. Some say it is a complete waste of time to make room for extra niceties while others applaud the effort. In the competitive sales environment, I found most salespeople focused only on the quick hit sales to ensure making ...

A million-dollar, one-person business is otherwise known as a micro-business that has one to nine employees. The number of these businesses has grown by 50%. They’re up from 3.5 million in 2000 to 5 million. This growth is remarkable in comparison to the decrease or fall of other types of businesses during this time. Many ...

“The more things change, the more they remain the same.” —Jean-Baptiste Alphonse Karr Our grandparents often told us that, back in their day, they knew how to get things done, and that today, with all our complexity and complication, we’re seriously lost. Well that might be true…but in the case of technology, sales automation will ...

Have you have ever had these feelings or questions about an opportunity or undertaking that you ultimately decided against...

Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where sellers sit on the sidelines. So why do sellers breathe a sigh of relief or rejoice when they get a continuance? The dictionary definition of continuance is “an act of ...

Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span but had hyper-focus for short bursts of time. The farmer, based on agrarian societies, was patient and worked steadily with the understanding that he would ...

Pre-call planning. As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I don’t do scripts”, “I’m best when I’m spontaneous” or “I can spend my time much more effectively doing other things” are all in the chorus. Then there’s, “It’s just a waste of ...