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What's holding you back from success?

What’s holding you back from success?

By Mike Montague / August 13, 2012

Here is the problem: 99% of people out there are already doing what they think is in their best interest. Of course, there’s the 1% who hate themselves and are self-sabotaging, but for the most part, you are probably doing right now, what you think is best. But why is that a problem? Well, if…

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A Cure for the Summer Sales Blues

A Cure for the Summer Sales Blues

By Hamish Knox / August 3, 2012

When the calendar turns to July and August, most people struggle to prospect because they believe that all of their prospects are on vacation. Often summer is a great time to reach decision makers. They are in the office while their staff is away. As, David 英雄联盟竞猜视频比分 said, “you can’t manage anything you can’t control,”…

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Games Prospects Play

Games Prospects Play

By Hamish Knox / July 27, 2012

Prospects like to play games with salespeople. The purpose of games prospects play is to make a salesperson feel not-OK. When a salesperson feels not-OK in front of a prospect, they are more likely to give up their time and information in the hope that their prospect will make them feel OK again. Some of…

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Posturing Language

Posturing Language

By 英雄联盟竞猜视频比分 Training / March 6, 2012

Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept. When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we…

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The Sales Success Code: Turning Desire Into Ability

The Sales Success Code: Turning Desire Into Ability

By Bill Bartlett / September 20, 2011

I am fascinated by the way clients, prospects and salespeople, in general, define success. It is usually very personaland intimate, and reflects their perspective on their own life. Some define it in terms of income as in “he who dieswith the most money” is deemed successful. Others use the importance of their job to determinewhetheror…

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Sales is a Game

Sales is a Game

By Bill Bartlett / August 9, 2011

Do you “sell to live” or “live to sell”? I have been training sales people for over 16 years and have found a common trait in the highest performers: they “live to sell”. They love prospecting for new business opportunities. They love being in the role of “closer”. Their sales quota is a benchmark that…

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Perception is the New Reality and Content is Dead

Perception is the New Reality and Content is Dead

By Paul Lanigan / July 13, 2011

What happens when Joshua Bell, one of the world’s finest musicians goes incognito in a busy subway in Washington’s business district? What happens when a musician who can command $1,000 per minute, takes his priceless Stradivari, dons a baseball cap, occupies a corner in a busy Washington subway, and puts on a virtuoso performance for…

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Sense of Entitlement Triggers Low Work Performance

Sense of Entitlement Triggers Low Work Performance

By Bill Bartlett / April 4, 2011

I didn’t begin my business life with a burning desire to become a career salesman. As shocking as it is now, I actually thought that I might become a dentist until it registered that I would really have to put my hands in some other person’s mouth. Did you ever question your choice of a…

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Have You Earned the Right to Close?

Have You Earned the Right to Close?

By Bill Bartlett / February 25, 2011

There are a lot of great movies that have been written about selling. In fact, Amazon lists the topten sales movies when you search the site, and, unfortunately, none of them present the sales profession is a very favorable light. Movies like Boiler Room, Used Cars, Tommy Boy, Wall Street, Tin Men and even The Godfather come to my mind when I do…

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Sales Training with 英雄联盟竞猜视频比分: The Benefits of Having a Sales Coach

By 英雄联盟竞猜视频比分 Training / October 19, 2010

What do all of the world’s greatest athletes, politicians and business leaders have in common? They didn’t get to be the best on their own. They all had guidance from coaches and mentors, and that guidance is what brought out their endless potential in their field. Check out the video above from 英雄联盟竞猜视频比分 CEO Dave…

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