Sales Shape Up
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Advancing Sales Through Test Closes
Closing a sale involves a series of small commitments before you get the big commitment at the end of the process. These little commitments are...
Should You Have a Best Friend at Work?
Many years ago, the Gallup Organization published research showing that people who had a “best friend” at work tended to be happier and more...
A Patient Approach to Sales Presentations
I talk a great deal about prospecting and closing deals, but there’s something in the middle of the process that’s also quite important: the time...
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