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Collaboration is something very different. Collaboration involves deep alignment of goals, values, priorities and outcomes. Successful collaboration requires Shared Vision, Shared Values, Shared Risks, Shared Resources, and Shared Rewards. Each partner must be aligned across these dimensions for co Read More
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I've been following a discussion on cold calling.  The topic of Interruption Based Selling came up, with several people taking strong stands against Read More
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Sales expert Kenneth Brown tells his personal story of his evolution from traditional outbound marketing and sales to inbound and embracing the web. Read More
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When prospecting for your small business it is important to be upfront with your leads. If you disguise a sales pitch it probably isn't worth making. Read More
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If you’re trying to acquire clients outside of your local area on a national or international level, the tactics you’ll need to use will be slightly different from the tactics you’d use if you were just making sales in your city of operation. Read More
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when we start looking at how sales people spend their time, increasingly we find more time is spent in non-selling related activities than in selling related activities. Surveys show time spent in sales related activities at a little more than 40%. In surveys we've done with a number of organizatio Read More
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If you are struggling in making your sales performance improvement initiatives work, consider separating them--focus first on effectiveness, then focus on efficiency. You'll find you are accomplishing much more--faster. Read More
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"Closing" is about bringing a prospect to the conclusion (reach a decision) to take some form of action (e.g., take the next step) and I view it as a progression of consent. In that context "Always Be Closing" makes sense. Read More
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Do you get the impression that a large number of people do not understand (I don't get it) social networking let alone social networking technology? Read More
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Do sales intimidate you? You're not alone. Here are three easy ways to get confident and close more deals. Read More
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Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!








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