You haven't heard of "erotema" - but you know what it is. The Romans defined it as asking a question not for the purpose of eliciting an...

Antimetabole During a meeting last week, I heard the phrase "It's not the size of the dog in the fight, but the size of the fight in the...

How painful is pain? A child falls from her bike and hits her head. Through tears, she says, “It hurts real bad.” A builder hits his...

Management and Leadership are slippery words. Most of us rely on a loose understanding of them because like the majority of business...

Objection Handling isn’t ‘handling’ and doesn’t deal with ‘objections.’ Sales theory is full of ambiguous, overwrought and imprecise...

Small talk is essential to business in general, to meetings in specific, and to meeting openings most especially. Still, almost no one...

There are 149 industries in LinkedIn. Which one are you in? In 2021, LinkedIn's total network size grew from 428M members in 2021 to 463M...

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When mediocre sales professionals consider why they lost a “perfect” deal, they ask: “Which competitor beat us?” and then satisfy...

The difference between an ordinary objective – one we might set at the start of the year, or of the week, and a SMART Objective is that...

This article was co-written by Kevin Legg and Stephen Gonzalez. When most salespeople talk about deal timelines, they ask their...

This article will teach you how to initiate and start running an effective Weekly Sales Forecast Meeting from scratch.

LinkedIn has 428 million members. Find out how those members break down across 148 industries!

This article will help you understand a Company's Natural Name. This is a commonly used email variable when sending cold sales emails.

The article breaks down Aaron's Ross landmark book, Predictable Revenue, into a simple, 4-step implementation guide.

Kevin Legg breaks down the problem with how salespeople ask clients about Budget, and how you can improve your conversations moving forward.

How to use filters, Boolean search and Xray search to find contacts and prospects on LinkedIn.

A complete list of all LinkedIn industries and their rankings (from largest to smallest).

This is a book summary of Deepak Malhotra's 2016 book "Negotiating the Impossible".

A book summary of "Getting To Yes" by Roger Fisher & William Ury.