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first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now I’ve been working on a little project with my friend, Gerhard Gschwandtner. We’re calling it The Sales Leadership Talk Show. Check out the latest episode here, where we discuss:Jeff Gitomer’s idea that 24/7 is the new 9/5 and his thoughts on working harder – (00:30)Tony Schwartz’s idea that the way we’re working isn’t working and his thoughts on focusing on energy instead of time – (3:09)Jim Schleckser’s idea that leaders should not be players but focus on developing talent – (8:22)Tim Riesterer’s ideas on sales enablement and how salespeople need be empowered to win – (14:25)A surprisingly simple and effective “feel good” tool for salespeople – 18:11 (no clues offered here)To download a discussion guide on these vital topics go to Gerhard’s new site for sales operations and enablement: www.salesopshop.com. Join to collaborate and co-create to improve salespeople, enhance processes and advance with best in class sales technologies.last_img

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