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As sales professionals, we're all very goal directed and measurement oriented. Managers leverage numbers heavily in managing and coaching performance. But there's a fine line in using the numbers appropriately in coaching. Too often, coaching becomes about the numbers and not about what they mean. Read More
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The other day, Charlie Green, Anthony Iannarino , and I had a discussion on handling the competition. Charlie posed the question, Is it ever appropriate to bash the competition. It was an interesting discussion, and I thought it worthwhile to share some ideas here. Read More
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About 2 weeks ago, I showed you what I'm doing each week to improve one of my sales funnels. I hope you're taking advantage of how easy these steps are... Read More
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We have been working with the sales team of a very large organization to revisit sales priorities, improve sales effectiveness and reinvigorate sales activity. Read More
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Are your sales and marketing messages achieving the results you desire? Are you having a difficult time making quality new business contacts? The words you choose can turn a prospective client off before you get out of the gate. Read More
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Few buyers approach the purchase decision without some estimate of what they are likely to have to spend. That estimate, whether it is well informed, or not, has a major impact on eventual price negotiations with the seller... Read More
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There is nothing more important to an entrepreneur than generating new business, establishing contacts, and setting appointments. To effectively generate new business, you must be open to all possibilities, regardless of how uncomfortable they may be. There’s an old saying that goes, “anything wort Read More
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Almost every salesperson has had the experience of being 'beaten‐up by a buyer'. Indeed, with the fundamental shift in the balance of power in favour of buyers, selling has become an increasingly bruising activity. Read More
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I would like to share a few tips to help prepare for and understand the most effective way to work with wholesale buyers. Read More
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Challenging must have a foundation built on trust. Absent that, it's arrogance or insensitivity--even though you may be right. Think about it, what's new about approaching a prospect in a provocative way---ho hum, what's new! 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!
Share your small business tips with the community!








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