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By Scott Anderson

“It’s not whether you get knocked down; it’s whether you get up.”–Vince Lombardi

We all like to take the easy path, and sales managers are no different.

That’s why they prefer working with the top performers on the sales team, the people who bring in the deals with little hand holding. Working with moderate or …

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By Chris Macomber, CEO of WhoKnows

Referrals are the heart of new business for most salespeople, providing personal connections to otherwise cold prospects. Skilled salespeople know the critical role that referrals can play in sealing a deal and do everything possible to nurture and grow their referral networks.

It’s no surprise that social-networking sites have made the …

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When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision.

The word comes from the Latin “Desicio”, literally meaning ‘to cut off from’. So when your prospect makes a decision, he or she is …

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