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Guess What Dad… I’m Going Into Sales!


I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context.
When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern. Why on earth would I go to […]

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How Chaos and a Fallible Sense of Truth Impacts Sales Opportunities


I know of no salesperson who doesn’t feel overwhelmed with everything they have to manage. There’s too much to remember and the sheer amount of product, industry, competitive and prospect information salespeople must deal with is exploding (it’s enough to make our brains implode.) Then there’s the fact that information changes. So you have to […]

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Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream


Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.

This week I interview Duncan Lennox, CEO and Co-Founder of Qstream.

Nancy: What does Qstream do? […]

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The Single Most Important Factor for #Sales Success (and How to Achieve it)


What determines whether you’ll be an average salesperson or a phenom? Just like an athlete, you’ll never be great without mastering the fundamentals of the game. You might win a few here and there, but without continuously honing the essential skills required, you’ll remain smack in the middle of the bell curve.

The question I […]

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Stalled Deals: 4 Strategies for Staying Out of the Friend Zone


You know the feeling. You hang up from a sales call, turbo-pumped with adrenalin, giving yourself a mental high-five. You ‘nailed it!’ Your confidence is soaring and you’re positive the prospect is equally excited. This is what happens when you truly connect and have a conversation that feels mutually beneficial to both parties. Taking […]