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In my work training and coaching technical sales teams and their leaders, I’m always surprised when a business or sales leader tells me they don’t believe in investing much (or sometimes anything) in developing their team’s abilities and expertise. Big mistake.

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In the past few months, I’ve sat through a series of unbelievably boring sales meetings. Even though they were held in different organizations, they all followed a similar pattern.

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When my dad died at the young age of 56, I lost not only a funny, loving and wonderful father but also a beloved, wise and inspiring mentor. He taught me a lot about life and, as odd as it might seem for an accountant, a lot about sales.

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In sales, listening is a form of magic that leads to more sales.

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In my work as a Certified Professional Sales and Leadership Coach, one of the questions I’m always asked is “What is the single biggest mistake salespeople make and how can we fix it?”

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In sales, nothing is more damaging to the start of a new conversation with a prospect or customer than a premature explanation. The good news is that premature explanations are easy to cure.

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