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Dave Tear

World Cup Analogy

A World Cup Analogy: Prospect 2, Salesperson Nil

Salespeople Educate Prospects & Clients Just Enough to Buy from Their Competitors!
Number One Sales Myth

The #1 Sales Myth of All Time: It’s the Holidays. Companies Don’t Want to...

It’s December of 2009 and even though it hurts me to ask… I have to: Do you know companies that start to wind things down right about now?
Nothing in Pipeline

Nothing in the Pipeline? You’ll Fall All Over Yourself to Close a Deal!

Have you ever felt like your ego was crumbling away as you followed up — relentlessly — on a deal that you thought would close weeks ago? You’re not alone.
Rules Changed

9.11.01 – The Date All the Rules Were Changed

Everyone in America (and most other countries) remembers exactly where they were at 8:45 a.m. on September 11, 2001. That’s the day and time that a lot of things changed in our country.
Sales Setting Expectations

Sales Is Nothing More Than Setting Expectations

How many times have you left a sales appointment... walked to your car in the parking lot... and thought to yourself, “What the hell just happened in there?”

Stop Trying to Motivate Salespeople

Owners of Companies, Presidents of Companies, VPs of Sales & sales managers, hear this: You can’t motivate anyone!