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Like so many things in life, timing is critical for effective sales. You can waste a lot of time and effort trying to push a sale at the wrong time. In fact, you can turn off a prospect and lose a sale that could have come at a later time. If you

Many businesses hope to garner big customers. Often, however, it’s a “chicken and egg” problem. You can’t get big customers unless you are large and already have big customers. As founder and CEO of three Silicon Valley companies bringing

Do you really know how customers decide whether to buy from you? Many sales efforts take a business-centric approach to selling. That is, they focus on what their marketing and sales people do. In starting and leading companies and coaching others