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We’re over a week into the New Year. By now, you probably have a good idea of where you want to end up in 2017, but do you know how to get there? The following are some tips and tools to help you actualize your goals and expectations for the year: Decide exactly what...read more
If your 2017 goals include growing your customer base or building a strong pipeline, there is another goal you should consider adding to this year’s list: customer retention. Many salespeople are guilty of “hit-and-run” selling. They get the order and then disappear...read more
With the New Year, many of us are in planning and goal setting mode. This is the time we take stock of our territory, account, financial, and personal sales goals. We begin each year with the best of intentions – focusing on the basics: better responsiveness, enhanced...read more
We’re driving down the final stretch. It’s crunch time for most sales and sales leaders. The quarter, and in many cases, the year is riding on the next three months. How many times have we seen customers hit the pause button? They ask for a larger discount since...read more