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Entrepreneurs are visionary, passionate, and creative. They are energetic, enthusiastic and positive.  Until faced  with the idea of the Cold Call or even the follow up call. The cold call is often the stumbling block for many entrepreneurs and salespeople. Read More

Remember layaway programs? If you’re a Baby Boomer like me, you probably remember your parents paying for purchases like the family’s winter coats, a new dining room set or other major purchase “on layaway.” Here’s how it works: The customer essentially puts a product “on hold” with a retailer, the Read More

Surveys are and should be a powerful way of getting feedback.  Properly used, they can provide great insight on where you are doing well and where you can Read More

While these next few months are often the most celebrated times of the year, they can also be some of the most stressful for businesses. Are you worried your fourth quarter sales are not where they should be with only three months left in the calendar year? Don’t panic! Here are four ways to help y Read More

What impressions are you creating? Are they building your reputation or are they hurting you? You control the impressions you create, make sure you are creating those you want. Read More

If you ask most sales people, especially sales managers, what is the least desirable aspect of the sales process, the majority will answer; prospecting for new business. Most sales people enjoy meeting with existing clients, prospects that are close to the completion of the buying cycle, and those Read More

Sometimes even seasoned sales professionals need to change their thinking to keep up. Today we make “friends” online and “like” them sight unseen. Advice from small business expert Elinor Stutz on how to build your business on friendships. Read More

The more complicated or confusing we make it for our customers to work with us in acquiring our products and in working with us, the more likely they are to go somewhere else--somewhere where it's easier to buy! Read More

This was a question that was sent to me by one of our readers so I thought it might be a good idea to attack this topic head on.

I hope you'll give this week's episode of The Sales Playbook Podcast a listen and then circle back and share your thoughts! Read More