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From the blog...

The Difference Between Sales Process & Sales Tactics

Many people don’t understand the distinctions between strategy, process and tactics. A strategy is an overall plan to achieve specific, generally long-term, goals. It’s an ...

Generate the Lead–Then What?

I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As ...

Sales and Social Media 101

Andrew Bagley, Director of Emerging Media & Client Strategy at Sitewire Interactive Agency, was a recent guest on our Expert Series teleconference. Andrew talked about... ...

How To Be Hungry and Still Eat a Good Breakfast

Today we are pleased to feature a guest post by our friend Chris Conrey.  You’ll enjoy Chris’s blog Conrey is for Closers.  Thanks for joining ...

The Sales Graveyard: Cold Calling and Other Retired Tactics

Back in 1995, smiling and dialing was expected. A sales person was supposed to get names from trade shows, Thomas Register, Harris, etc. Then they ...

Economic Perspective

Bradley Schiller’s Wall Street Journal opinion piece resonated with me.  He takes issue with Pres. Obama likening today’s economic circumstance to “the great depression.”  I ...