For many of us, 2013 has been a very interesting and challenging year. What kind of year was 2013 for you? What are you doing to plan now for next year? Since many of us at this time of year start reflecting upon what we can do to improve ourselves, our personal lives or our business results, now is a great time to commit to changing your approach to the sales process. Commit to making 2014 a break-out sales year. You need to start now, but how?

Over the last several years, I have written in this column about the necessity of becoming more strategic and consultative in your client and prospect interactions. You need to elevate your relationship stature to that of a trusted adviser. In order to accomplish that, you need to change your approach to the entire prospecting and sales process. You need a proprietary sales process and a client engagement process that is sustainable and replicable.

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