“The most successful men in the end are those whose success is the result of steady accretion… It is the man who carefully advances step by step, with his mind becoming wider and wider and progressively better able to grasp any theme or situation persevering in what he knows to be practical, and concentrating his thought upon it, who is bound to succeed in the greatest degree.”

– Alexander Graham Bell

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“If the only prayer you said was thank you, that would be enough.” 

― Meister Eckhart 

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Zero-Time Selling by Andy Paul is a little book with a big impact and a simple but powerful message.

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In general, there are a lot of people who use – “D is for Desperation” which is a recipe for a lot of stress both for the salesperson and the prospect.

For me, D is for Detachment of the outcome. In the world of sales, this may sound like nuts at first but let me explain

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Gerhard Gschwandtner is CEO of SellingPower magazine and a B2B selling industry pundit.

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Old wine in new bottles

Insight is the current competitive playing field for a number of sales training companies and the semantics of insight are a part of the game. 

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Confidence in simple terms is belief in something or someone.

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Happy New Year if this is your first day back at work in 2014.

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Whether you are in Sales or not, you know that people do business with people they can relate with. We are assuming here that those salespeople should be selling something that’s meaningful for the customers.

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For many readers of this column in just four weeks the sales quarter and sales year will be over.

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