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Latest Articles…

  • Celebrate your wins!
    Selling can be hard work.  Sales cycles to organizations small and large can take months.  In order to energize your pursuit of the “next deal(s)”, taking some […]
  • Deals getting close but not closing?
    You have made progress in the customer seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want […]
  • How your client’s company culture impacts your selling effort
    Particularly if you are pursuing opportunities that involve multiple contacts at your client, it will be critical to pay attention to company culture.  In talking with Al […]
  • Learning when you lose a deal?
    We all have lost deals.  Some were a surprise (some not).  It happens even when you have done a great job planning, paying attention to detail and […]

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