It's the little things that matter  - for sales professionals getting the little things right can make the difference between winning a deal and losing a deal more often than not.  If you want to be successful you have to do the ordinary things better than everybody else every day.   This is especially true in highly competitive sales - close competitive sales are won by paying attention to the details.

In this episode Joe and Mike talk about the little things you need to focus on in every sales cycle in order to make more money.

How often has someone in your sales management asked you a question that on the surface appeared stupid or annoying?   In this episdoe Joe and Mike talk about some of the stupidest sales management questions and, more imnportantly, how you should respond to them.

A picture is worth a thousand words.  Improve your creditability with your prospect by delivering your message on their whiteboard.  Mike and Joe discuss how to deliver a scripted whiteboard presentation.

The quicker the sales process the faster you make money and the more sales processes you can get engaged in hence the more money you make.  In this episdoe Joe and Mike talk about strategies you can use to accelerate the sales process.