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    What's an Opportunity?

    On the topic of sales and getting into the order process, I want to first describe what an opportunity is. An opportunity is simply this: It is a chance for you to do business with someone else. It could be a transactional sale. It can be the beginning of a relationship that may lead to a very large sale. Just

    Let's Get Real or Let's Not Play…

    Is the title of a book by Mahan Khalsa. He works with Franklin Covey and has an excellent philosophy on what’s wrong with sales today. I use his material to help my clients succeed which in turn helps me succeed. The next few posts on this blog will revolve around different chapters and concepts in the book. No matter if

    Time & Priorities

    Ever hear, “I don’t have enough time” from someone? Who hasn’t heard that? Who hasn’t said that? Wouldn’t it be more appropriate to say, “I don’t think its important enough to do right now” ? The time we have to do things is fixed — 24 hours a day. No matter how much we wish, the time does not increase

    The Mobile Worker – 10 Thoughts on Maximizing Remote Worker Productivity

    Lately, there have been a lot of posts about mobile workers. It seems that many of us are on the go all the time. Whether we’re connecting via BlackBerry, smart phones, or laptop wireless cards, we’re almost always available. Personally, I get my best work done by varying where I work. Here are ten quick rules on mobile information access

    Listening and Qualifying

    I think these are two of the most important traits anyone in a sales position can have. More on each of them coming up…

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