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From the blog...

Do You Lose Them at Hello?

Today’s guest post is from Jill Konrath, best-selling author and sales guru.  The article first appeared in Jill’s blog and we are publishing it here ...

Fatal Sales Failures: See no evil, hear no evil, speak no evil

Barbara Hauser explains that sales suffer when the company practices a culture of "See No Evil, Hear No Evil, Speak No Evil."

Is Your Market a Niche or a Crater?

Everyone’s heard of a “niche” market as one way to differentiate your company from others. Perhaps you sell business-to-business, and you sell only to schools, ...
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Who Cares About Your Report?

Who needs to see the results of your work for a customer? We once had a great client, a national marketing company focused on customer ...

Whale Hunting Practice #29: Practice the Trust Cycle

The transition from making the sale to delivering the service is a major opportunity for things to go wrong.  On the whale’s side, there is ...