Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's not ringing. Let's blame marketing!If you join this band wagon to rationalize your poor sales results, you need to step up and take responsibility for your own fate. It's amazing how often sales teams play the victim here. They blame... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments. In part one of this series we will discuss why you should accept credit cards, and the basics of getting merchant status. Part two... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank. If yours is a home-based or a brand-new... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead.Myth 1: People Always Buy Where They Get the Cheapest PriceIf this... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.In the company's ten year history of selling into Latin America it had never exceeded $14 million (M) in annual... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. How do you approach the sales cycle where the cost of the product... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. From Chris Chalmers of Quova Inc: "We sell a commodity product (geographic data) that is available from a variety of competitors and... Read More

In The News:

The Art, Science + Engineering of Sales Management  Customer ThinkI recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance ...
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
Farmers Taps Fatobene for Mortgage Sales Management  businessjournaldaily.comFarmers National Bank has added new leadership to its home mortgage lending team with the hiring of Donald Fatobene as mortgage sales manager in the ...
Build a Sales Management Process That Works in 4 Steps  Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...
5 Essential Tips for Developing a Sales and Marketing Alignment Plan  Business 2 CommunityIf that sounds like a win to you, let's get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you ...
9 Smart And Effective Ways To Structure Your Sales Team  ForbesForbes Business Development Council experts share their tried-and-true methods for putting together an effective, successful sales team that will help grow your ...
Michelin names UK sales manager for services & solutions - European Rubber Journal  European Rubber JournalStoke-on-Trent, UK – Michelin has appointed Jonathan Layton as national sales manager, UK and Republic of Ireland, for the services & solutions business line.
The Qualities of Top Sales Managers  Customer ThinkNo matter how good salespeople in a company's department are good at their jobs, they still need someone to guide them. This is not an easy job, as the person ...
Sales Manager, Europe and Scandinavia - London  The BooksellerSummary of Role The Quarto Group is seeking an enthusiastic and organized International Sales Manager with excellent...
Sales management strategies for strong SDR team leads  Business MattersBusiness MattersSales management is an aspect of management strategy which focuses on is focused on the real world use of marketing principles and converting this theory ...
Actionable Intelligence Accelerates Profitable Growth  Automation.comBy Barrett Thompson, Zilliant The manufacturing plant floor has been automated and optimized for years; yet revenue and profit growth remain stagnant.
GlaxoSmithKline revamps incentives for sales representatives  Financial TimesGlaxoSmithKline is to reintroduce performance-based bonuses linked to the number of prescriptions written for its medicines, reversing a company ban on the ...
Profile Products names Ken Fisher national sales manager for horticulture  Nursery ManagementFisher brings nearly 30 years of experience in the commercial and consumer horticulture industry to the position.
10 questions to consider when choosing a sales training provider  Training JournalLooking for a good sales trainer? These tips from Mike Schultz should help.
Lakeshore Beverage - General Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comLakeshore Beverage is a Chicagoland beverage distributor that's deeply passionate about beer, cider and wine. Currently, we are seeking a General Sales ...
Foloosi- A UAE digital payment solution launched its new product 'Point of Sale' for small and medium-sized business  Virtual-Strategy Magazine(1888PressRelease) May 25, 2019 - Foloosi- A UAE digital payment solution launched its new product 'Point of Sale' for small and medium sized business. The.
Shaka Tea - Area Sales Manager (NorCal & SoCal) - BevNET.com Beverage Industry Job Listing  BevNET.comShaka Tea is hiring immediately for TWO dynamite Area Sales Managers - one for NorCal and one for SoCal. Our Area Sales Managers must be high energy, ...
Retirement Industry People Moves  Planadviser.comVoya Financial hires sales head for West Coat team; Lincoln Financial adds to RPS business with new members; MassMutual appoints DCIO sales leader; and ...
Two Roads Brewing Co - Region Sales Manager, Northeast - BevNET.com Beverage Industry Job Listing  BevNET.comRegion Sales Manager, Northeast. Two Roads Brewing Company in Stratford, Connecticut is looking for a Region Sales Manager with a deep passion for craft ...
Thordon appoints Neil Cooper as VP Sales  Marine LogBurlington, Ontario, headquartered Thordon Bearings has appointed Neil Cooper as Vice-President, Sales, with the mandate to build on the company's leading ...
Management team for Cromlix joins forces with London-based sales firm  Boutique HotelierICMI, the management team behind hotels including Inverlochy Castle and Cromlix, is joining forces with London-based hotel sales and marketing firm JG ...
Account Executive job with Houghton Mifflin Harcourt | 397502  mediabistro.comPurpose of the Role: Through effective relationships, the Account Executive is accountable for providing educational *content* solutions that meet the needs of ...
Hibbett Reports First Quarter Results  Business WireHibbett Sports, Inc. (NASDAQ/GS: HIBB), a leading athletic-inspired fashion retailer, today provided the following business updates: First Quarter Res.
Sales Director - North America  hypepotamus.comWebsite tyk_io Tyk. Cutting-edge software company specializing in API Management. Sales Director North America (based in Atlanta, GA). The Challenge
Regional Sales Manager - Perth Metro  www.miningnews.netThe client. A true national success story, this organisation is a market leader across its segments in the rental of a diverse range of industrial equipment including ...
UK retail sales stall in April  BBC NewsRetail sales stalled in April, but warmer weather boosted sales of clothing, which offset falls in other areas of spending. The Office for National Statistics said ...
Target (TGT) Q1 Earnings & Sales Surpass Estimates, Stock Up  Yahoo FinanceShares of Target Corporation TGT are up roughly 7% during the pre-market trading hours following impressive first-quarter fiscal 2019 performance and an ...
AlliedFlex Technologies appoints regional sales manager  Packaging WorldAlliedFlex Technologies, Inc. announced that Scott Graves joined its sales team as Western Regional Sales Manager.
Eldon Henry named Latin America Sales Manager for CI & Security Channels at Nortek  SecurityInfoWatchThe newly created position will support distributors throughout Latin America and develop business growth in the region.
Sexual harassment victory for sales manager 'repeatedly asked to massage boss'  People Management MagazineTribunal points to HR's failure to investigate claims of 'inappropriate' behaviour during trip to trade show. A sales manager has won a claim for sexual ...
Management accounting and sales: partners or foes?  INTHEBLACKExperts say there's more than one way to improve the connection between the accounting and sales teams within an organisation. However it's done, it's vitally ...
3 appointments in sales, marketing  Hotel ManagementThe Ben, Autograph Collection; the Garden Court Hotel; and The Ritz-Carlton Residences, Waikiki Beach have made new sales and marketing appointments.
RECRUITING: Commercial Sales Executive - News  Wycombe Wanderers FCWycombe Wanderers Football Club are seeking a Commercial Sales Executive to join the team.
Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling  MarTech SeriesMediafly, a provider of sales enablement technology, *content* management, and advisory services that create interactive, value-based selling experiences, ...
5 appointments in sales, marketing  Hotel ManagementFour hotels, as well as Hard Rock International, have made new sales and marketing appointments.
Movers & Shakers: DAN, Accenture Interactive, UM  AdNewsThis week Tobias Young, Pippa O'Regan, Dane Sharp and others stepped into new roles.
Decibel Builds Integration with Adobe Audience Manager  MarTech SeriesDecibel, a leader in digital experience intelligence for enterprise businesses, announced at Adobe Summit EMEA a new integration with the Adobe Experience ...
Finline Furniture have a vacancy for an experienced Sales Manage  Galway Bay FMFinline Furniture, Tuam Road, Galway have a vacancy for an experienced Sales Manager. Duties to include saturday work, also sales and management, ...
Take-Two Interactive Looks Beyond "Red Dead Redemption 2"  Motley FoolHere's how management sees the next fiscal year playing out.
Press Release: Sales management success is not guesswork – results are measurable & manageable says Rob Macpherson  PRWireSuccess in sales doesn't just happen – it occurs as the result of adherence to the sales management process that unfortunately is an underappreciated ...
SIU's College of Business recognizes those who are successful in business and life  SIU NewsCARBONDALE, Ill. — Two special presentations took place recently as Southern Illinois University Carbondale's College of Business presented awards to ...
Top 10 Procurement Professionals  Supply Chain Digital - Supply Chain News, Magazine and WebsiteSupply Chain Digital ranks the top 10 procurement professionals in the world, according to the CIPS Procurement Power List 2018.
14 companies hiring like crazy right now, according to Glassdoor  CNBCGlassdoor analyzed its vast database of job listings and discovered that these 14 companies have dramatically upped their number of open positions this month, ...
LinkedIn refreshes Sales Navigator homepage to put focus on alerts  MarTech TodayLinkedIn Sales Navigator is being updated with a redesigned homepage centered on alerts. The sales prospecting platform is also getting new messaging ...
Supreme Court Could Soon Consider Several ERISA Cases  Planadviser.comIn recent months, writs of certiorari have been filed with the Supreme Court in four cases involving tax qualified defined contribution plans.
Sales Development Representative Manager  hypepotamus.comWebsite flocksafety Flock Safety. Help us eliminate non-violent crime, one community at a time. Are you excited about eliminating non-violent crime and ...
Here are South Florida’s top industrial sales in April  The Real DealA billionaire hotelier based in the Bahamas has turned his sights to Miami, paying $26.4 million for an assemblage in Wynwood with plans for a mixed-use ...
New hires, promotions at Wisconsin companies  Milwaukee Journal SentinelNew Faces, New Places is about personnel changes at Wisconsin businesses.
Inside Sales Manager - Championship Management  SportsBusiness DailyWe presently have an opportunity for an Inside Sales Manager within our Championship Management department. This position is responsible for maximizing ...
Great Selling is “Habit Forming!”  Business 2 CommunityI'm sure you've experienced something that gives you a “rush.” It's when, all of a sudden, everything just falls into place, everything is working as it should, ...
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
Five Ways Managers Can Grow an Efficient Customer Support Team  Customer ThinkToday's businesses are completely customer driven. Superior customer *service* is a main factor that helps to elevate an organization beyond its competitors.
10 Important Skills and Traits Your Social Media Manager Will Need  Business 2 CommunityA decade ago, the role of a social media manager might not have even existed. Today, however, almost every company is involved in social media one way or ...
API Management Software Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsAPI Management Software market report is based on present industry situations, market demands, business strategies utilized by prominent players involved in ...
Stool Management Systems Sales Market Outlook, Opportunity And Demand Analysis, Forecast 2019-2025  Amazing NewspaperThe study of the Stool Management Systems market by Stats and Reports provides the market size information and market trends along with factors and ...
Spruce Point Capital Releases A Strong Sell Research Opinion On Verint Systems Inc. (Nasdaq: VRNT)  GuruFocus.comPR Newswire. NEW YORK, May 23, 2019. NEW YORK, May 23, 2019 /PRNewswire/ -- Report entitled "A Short Cloud Call" outlines how Verint faces 60-70% ...
Stereotaxis: Well Positioned To Become 'Intuitive Surgical Of Endovascular Surgery' With Genesis Launch And Proprietary Catheter Development  Seeking AlphaUnveiling of Innovation Plan at HRS details path to over $60 million in annual sales, or double current levels, from existing customer base alone. Company's ...
What is the Best Ecommerce Platform For Small Business?  Business 2 CommunityStruggling to figure out the best Ecommerce platform for small business? Here's a complete guide to discovering the best Ecommerce platforms!
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
NIO (NIO) Trading Down 5.6%  Mayfield RecorderNio Inc – (NYSE:NIO) shares dropped 5.6% on Wednesday . The company traded as low as $4.00 and last traded at $4.05. Approximately 35212133 shares ...
Anesthesia Airway Management Device Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsAnesthesia Airway Management Device market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Ares Management Corp (ARES) Expected to Post Quarterly Sales of $239.39 Million  Mayfield RecorderBrokerages expect that Ares Management Corp (NYSE:ARES) will report sales of $239.39 million for the current quarter, according to Zacks. Three analysts ...
Rene Worms Joins Atmos UAV as Head of Global Sales  AmerisurvDelft, the Netherlands—May 8, 2019—Atmos UAV announced that Rene Worms, former Managing Director of Topcon Positioning Europe, will be joining as ...
The Best Sales Reps Are Not The Best Managers  ForbesPromoting the wrong salesperson into management is costly, and externally hiring the wrong sales manager can cripple your sales team.
Driving Better Sales Performance Through Sales Management  Business 2 CommunityEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkI recently attended a sales conference where CEOs, vice presidents of sales and other sales speakers spoke about such great topics as sales enablement, sales ...
Podium Expands Interaction Management Platform with Launch of Teamchat  INSTORE MAG(PRESS RELEASE) LEHI, UT — Podium, the leading interaction management platform for local businesses, announced the addition of Teamchat to its existing ...
How to Optimize Your Main Company Website for Customer Success  Business 2 CommunityA company website is important to any business. It's your face and first impression to all different types of people – prospects, investors, researchers, and more ...
DA Van Dam Finds Growth Underground  businessjournaldaily.comHUBBARD, Ohio -- One might not expect a statewide construction company to be found operating out of a small office above a horse barn. But D.A. Van Dam ...
Everything You Need to Know About Artificial Intelligence and Machine Learning in the Insurance Industry  Customer ThinkThe rising impact of digital technologies is well and truly providing enterprises with a huge amount of data, thus opening up various avenues to Big Data and ...
Don't blink: How Showpad became one of Chicago's fastest-growing tech companies  Built In ChicagoIn the fall of 2017, Showpad announced it was opening an office in Chicago, its new North American headquarters. If the company took things slow as it found its ...
Disrupt Sales Management Through Adaptive Coaching  ATDSales managers who can't find time to work one-on-one with their reps can transform their process with adaptive sales coaching.
Are Traditional Sales Managers Even Necessary?  Business 2 CommunitySometimes, I think Tim Ohai and I are brothers from different mothers. So much of what he writes is aligned with what I think. At least we are aligned, hopefully, ...
No sales managers? No problem! You can still sell well – here’s how  YourStoryDevang Mehta from Anthill Ventures talks about how startups can leverage technology and innovative solutions to sell without the need for traditional sales.
BlueTarp Releases 2019 1st Quarter Building Supply Index  Industrial DistributionBlueTarp Financial—the leading credit management company for B2B suppliers—released its Q1 2019 Building Supply Index. The Q1 2019 seasonally ...
Why Your Best Sales Person May Be Your Worst Sales Manager  Forbes NowI've seen this movie so many times before that I know every scene by heart. The company is badly in need of a vice-president of sales. The CEO takes notice of ...
Sales and Sales Management Is Broken  Business 2 CommunityI have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to ...
Why is the Role of Strategic Sales Management so Vital to Businesses?  NEC News & EventsThere are many advantages to earning a business degree with an emphasis on strategic sales management. They include the following.
TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
Purdue seminar develops agricultural sales managers  Purdue News ServiceWEST LAFAYETTE, Ind. – Purdue University's Center for Food and Agricultural Business will offer its Sales Management and Leadership workshop May 29–30 ...
This School For Wine Adds An Online Wine Sales Management Course  ForbesThe first U.S. school of higher education to offer a wine industry MBA now offfers an online course in wine sales management.
Web Development Business Management and Sales Techniques  Business 2 CommunitySoftware engineers often think about starting a web development business of their own. We may be talking about a traditional senior software developer working ...
Insight to successful sales management meetings  TechGenYZSales management meetings may be dreadful and a times boring. To add spice to a successful meeting agenda use these simple tips.
4 Ways To Develop Your Sales And Marketing Skills  Youth IncorporatedSales management is not about talking all the time, it is about listening, identifying, understanding and ultimately providing a solution.
Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
Infiniti Research's State-of-the-Art Marketing Management Strategies Enhanced Market Impact and Sales – Request a Free Proposal Now!  Business WireInfiniti Research has announced the completion of their latest article on the major benefits of a marketing management process.
Sea Delight hires former Bonamar lead as new sales management executive  SeafoodSourceFormer Bonamar Corporation executive Alex Cook has joined Coral Springs, Florida-based seafood supplier Sea Delight Group as its new sales management ...
Vitrek Names D'Amico Eastern Regional Sales Manager  Quality MagazineVitrek announced that Bob D'Amico has joined the Vitrek sales team as Eastern Regional Manager. Bob will cover the design engineering and production test ...
10 Qualities of a Great Sales Manager  Builder MagazineIt's not unusual for a builder to look to his own sales staff when he needs to hire a sales manager. While it might be tempting to give the position to his top ...
Sea Delight appoints new sales manager for Canada  SeafoodSourceSea Delight Canada has found its new sales manager in Albert Levy, an experienced business developer and leader for international markets.
What elements do world-class sales managers have in common?  Training JournalSales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play ...
10 Ways Machine Learning Is Revolutionizing Sales  ForbesSales teams adopting AI are seeing an increase in leads and appointments of more than 50%, cost reductions of 40%–60%, and call time reductions of ...
Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
Salesmate Vs. Pipedrive Vs. Agile: Which CRM is Better for Managing Sales  Business 2 CommunityCRM entered the business world as a powerful wave and is flowing strongly across various industries. It has proved to be an effective tool for successfully ...
How Sales Managers Secretly Sabotage Revenue  Forbes NowIf you're like most business leaders, you invest heavily in your sales force, but there's one rule that is usually ignored- your frontline sales manager.
How Do You Design and Manage a Sales Process That Will Scale?  Business 2 CommunityA recent TOPO Benchmark report found that 59% of companies don't have a well-defined sales process. A solid sales process is essential because it is a ...
4 Components to Optimize Your Sales Organization  Business 2 CommunityI recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are ...
9 Characteristics of Top-Performing Sales Managers |  RisMedia.comI'm often asked by brokerages to help consult and coach their management teams to improve performance—and predominantly the sales managers'.
Micromanagers in the Making? Why Salespeople Struggle to Lead  Harvard Business School Working KnowledgeWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
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Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More