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There are many personal attributes that make a sales rep a success machine. And if you’re looking to hire sales reps, or are looking to improve your own sales success, you probably already [...]

A short list is defined as a select few sellers that customers have reduced from a longer list of potential choices. Making the short list produces an instant rush of joy and anticipation for [...]

At one time I thought selling was hard work but simple. I don’t anymore. Selling is hard work and complex. There is no one right way to win a sale, which got me thinking about the many ways [...]

Savvy sales reps know they must solve customers’ problems to get more sales. However, the problem is that very few reps solve problems. Most reps sell at the commodity level but think [...]