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Top performers take this even further. They move pattern recognition from the unconscious to the conscious. They constantly compare the characteristics of what they are encountering to their experiences in the past. They understand the characteristics or variables that are most critical to what the Read More
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Are you ready for summer? The season of sand, sun and fireworks does not actually begin until June 20. But it’s a long-standing tradition that Memorial Day weekend marks the beginning of the summer season. Here are four tips to make sure you have a happy and prosperous Memorial Day weekend. Read More
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How to end the feast and famine cycle and build a sales pipeline that provides your small business with a constant stream of high quality new opportunities. Read More
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Your clients talk about you. And, it’s not just about your work, products, services or your company. They talk about you too and you should know how to influence what they say. Read More
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Will proposed changes to public procurement regulations at EU level, make it easier, or more difficult to win public sector contracts? In this article we review the various changes to public procurement that are presently being considered. Read More
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Your sales are not lost. Use these simple techniques to win old sales that you thought were long gone. Read More
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Sometimes sales just don’t want to happen. Sure, you work hard to find and meet new prospects, do your best to deliver powerful presentations and, nothing. It’s not a matter of talent, you know you are good at what you do, you have done some great projects to prove that. You feel that your work is Read More
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Often the only differentiator we may have is how easy we are to do business with. Selling is hard enough, but if we make it difficult for those who do want to buy, then we've made it much more difficult. Read More
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The phone rang, I picked it up.  The voice on the other end went into it's pitch, Hi, I'm so and so.  Would you be interested if you could invest in a stock Read More
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In reality, our differentiated value only has to be Just Good Enough. It has to be better than the competitors or the alternatives, but it doesn't need to be earthshaking. It's probably valuable for us to start thinking of simplifying the process--it makes it more achievable for each of us and bett Read More
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