The Learning Edge

Sharing actionable insights and little-known tips that give YOU a

competitive advantage.

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Keep it Moving

Keep moving forward with your customers, one commitment at a time. As sales professionals, we all know the power of commitment. Getting the ...
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. . . That is the Question!

Getting to the heart of your customer's needs At the end of the day, we all want to make our customers happy. We ...
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Persistent + Consistent = Proactive Selling 

If you are persistent, you will get it.  If you are consistent, you will keep it. Like life, sales is a game of ...
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Sell Like Ya Mean it!

While working recently on a new training segment about implementing sales skills, I found myself thinking a great deal about the power of intention. ...
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Why I Didn’t Write a Sales Book First

When I made the exciting decision to launch  Conversion-omics several folks told me this is a “crowded space” (meaning lots of people do ...
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5 Tips for Handling Price Objections

We are all too familiar with this scenario: you've been working with a customer for awhile. They've been very interested, asking plenty of ...
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Avoid the Feature Dump

SALES SUCCESS requires leading with the RIGHT QUESTIONS, rather than the WRONG ANSWERS . . . Imagine a dump truck backing into the ...
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7 Things You Can Do RIGHT NOW to Improve Customer Interaction

As a sales professional, it can feel like many things are outside your control. You have to work within your customer’s time frame, ...
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Lead the Sales Process with Confidence

"A leader is one who knows the way, goes the way, and shows the way." -John C. Maxwell When you're a sales professional, ...
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Sales – Art or Science?

Life is made up of big questions. . . chicken or the egg? Super Man or Batman? Dog person or cat person? The ...
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Make the Most of Team Meetings

To meet, or not to meet, that is the question . . . . Over the years I have coached sales teams as ...
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Principle of Diminishing Intent

"The longer you wait to do something that you should do now, the greater the odds that you will never actually do it." ...
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Information Parity

In his book, Business @ the Speed of Thought, Bill Gates said, "The internet is becoming the town square for the global village of tomorrow." The ...
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The Learning Process

“We are governed by what we are accustomed to see and practice.  The simplest and most obvious improvements are adopted with hesitation and ...
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Top 5 Tips to Increase Productivity

It is so easy to develop a routine of coming into your office, checking your voice-mail and e-mail, and then having that decide ...