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Search our library for ideas and thoughts on sales, culture, negotiation, communication, and other business topics.

Oct 18, 2022

When you need to have a difficult conversation, you may actually need two conversations. Because they're likely feeling defensive, their…

Oct 11, 2022

Doing an important thing consistently is challenging. There's always a temptation to skip a day and "make it up" --…

Oct 04, 2022

It can be tempting to think software, automation or some other tool is the key to better results. But if…

Sep 27, 2022

Email is generally not going to close sales in business-to-business (B2B). So while sending emails and other asynchronous messages can…

Sep 20, 2022

When you're tempted to react to an email, remember to first pick up the phone and call. But before you…

Sep 13, 2022

When you’re tempted to react to an email, remember to first pick up the phone and call. But before you…

Sep 06, 2022

When your prospect says “no”, they’re rejecting your offer, NOT you as a person. If you take it as a…

Aug 30, 2022

When your prospect says "no", they're rejecting your offer, NOT you as a person. If you take it as a…

Aug 23, 2022

It’s critical to have a system (that is, procedures and processes) to run your business effectively and efficiently. There can…