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So I’m watching this movie with the kids called ‘The Odd Life of Timothy Green’. It’s about a couple who desperately want a child, but can’t. They spend an evening with a bottle of wine dreaming about their perfect child. The next morning a young boy who called himself Timothy, emerges from their garden with ...

Operational risk in Sales is a primary source of corporate financial risk — a result of inadequate sales process or pipeline opportunity inaccuracies. When Sales Management can increase the accuracy of the sales pipeline, risk is reduced. Here are three ways to reduce risk in  your pipeline: 1. Risk goes down by increasing the efficiency ...

Social media has changed the way buyers buy and sales reps sell. Traditionally, consistent and real-time communication amongst seller and buyer did not exist. With unprecedented use of Twitter, LinkedIn, Facebook, Google+ and so many more social networks, there is an opportunity to understand buyers like never before. Each and every day, your prospects are ...

There’s been a lot of talk in the last decade about the importance of the sales process—that series of steps a sale travels through from lead to close and beyond. For sales velocity and many other factors, a sales process is certainly vital. But how is a workable sales process evolved? A sales process should ...

Most people think that building better habits or changing your actions is all about willpower or motivation. But the more I learn, the more I believe that the number one driver of better habits and behavior change is your environment. Let me drop some science into this article and show you what I mean…

Thanks to social media and professional networks, today’s more informed, savvy, and frankly, empowered buyer has forever altered the buyer-seller relationship. The balance of power has titled in the buyer’s favor at the expense of many of us in sales. But as with any evolution or indeed a revolution, there are those that adapt and ...

Microsoft Embraces Salesforce: Top Experts Weigh In on What It Means for Enterprise CRM Considering the long rivalry between Salesforce and Microsoft, last week’s announcement of a long-term partnership between the two companies set off ripples — especially for Microsoft Dynamics CRM users who wonder how it affect them in the long term. The announced ...

The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how your product/service can help. But what are those insights that you need to know? Start with these seven: