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Sally recently learned the difference between value proposition and cost benefit when one of her dance students did not return this fall. Jenny had been studying at her school for two years and was ready for a more advanced level. Sally told Jenny’s mother the exciting news and penciled her in the Read More
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Back in the 80’s, I was fortunate enough to spend the evening with an icon in the machine tool industry at our monthly association meeting. Jay was an old school, NY sales pro in his 60’s. When I saw him, I told him I liked his tie. He immediately took it off, [...] Read More
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There is a big difference between pitching and selling. See the explanation that Oren Klaff, author of Pitch Anything, gives. Read More
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We are finding all the excuses to keep a deal in our funnel and pursue it as a sales opportunity. Rather than qualifying, we need to focus on disqualifying--we need to focus on finding the deals in our sweet spot, eliminating all other deals. Nothing impacts win rates more than vicious disqualifica Read More
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Here are several tips you can use from Pitchman extraordinaire - Oren Klaff, that will help you prepare for a meeting. Read More
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A key aspect of the manager's job is performance management. Surprisingly, I seem to run across a fair number managers that don't own this responsibility. They don't do it, or try to delegate it so someone else. Read More
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Here is an excerpt from an interview with Oren Klaff, the author of Pitch Anything. This goes over a business technique - pitching vs. selling. Read More
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There were a lot of problems with the sales organization. It started with having the wrong people. But I couldn't help this CEO fix these problems. He basically was the root problem--he had hired all the people, he had created the environment in which all these people operated. Read More
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All sales people are trying to get cold call success. Here is some advice from Oren Klaff, Author of Pitch Anything and a venture capital pitch man. Read More
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Top performing sales people stand out from their average performing peers. They do things differently and exhibit several different characteristics. In this article, the writer explores what small business owners and sales people can learn from top performing sales people. Read More
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Share your small business tips with the community!
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Share your small business tips with the community!








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