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Leadership: It has become such a commonplace concept that we all generally agree about its importance. Having problems with your business? Perhaps it’s due to an absence of leadership. Struggling in your marriage or family life? Maybe you need to rethink your...
To many observers, seeing the word “values” and the phrase “closing sales” in the same sentence appears to be an oxymoron. For years, the common assumption about salespeople, simply put, was that they will do ‘whatever it takes’ in order to close business. This...
Identifying opportunities is one of the most critical skills a sales professional can develop. If you cannot find leads and identify new sales opportunities, you can’t close new business and meet or exceed your quota very effectively. It’s instructive to look at the...
It’s often said that one of the key steps in selling is to set expectations with the prospect. But what does this mean in a world where every purchase decision is complex, every product has varying features and benefits, and every sales cycle has to overcome...
Have you ever wondered if there was a better way to sell that could also reduce your frustration with the inherent distrust and unease that seems to be an everyday part of the sales profession? Have you found yourself thinking about how you could create more...
How can a Christian business owner or sales professional learn from Jesus’ example when it comes to building business relationships? After all, aren’t business relationships very different from personal friendships or Christian charity? Certainly they are different...
