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How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

What does 'other-focused' mean in sales follow up?

Have you ever thought; "I had a great conversation with my prospect. I did a great job getting them to share and I got everything that I needed, put together the best proposal of my life, and now I can't get them on the phone to close them. What...

Smarketing Commentary: Maybe We're Just Not That Into You

Do you want any customer, or the right customer?

I've had some interesting conversations in the past couple days, and some of the things I've been hearing have made me pause and think: