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What readers of your C.V. want first is a "Summary of You", a clear and engaging Executive Summary that positions and differentiates you.  Here is...

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The biggest challenge you’ll face on day one in your new sales role

When you start in a new sales role and begin to approach prospects you will quickly learn they don't seem that interested and are indifferent. Nobody cares and you don't seem to matter even though your new employer has break-through technology and products and is disrupting whole industries. 

Coaching the Sales Mind (Posts 1-5)

A weekly series of commentaries and insights for Sales Professionals who own critical growth goals for the company.  Don’t look for a sale. Look for...

Sales is hard. You can get depressed – or study probability.

Sales is the land of set-backs, emotionally called rejection.  A "good" day is 3 step backwards, and one step forward. A very good day,...

3 Types of deals. Only one you can influence …

You probably have a sales pipeline that has between 6 and 20 (at most 30) opportunities. Here's what's going to happen to that pipeline. 1...