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We all know the concept of the “Lone Sales Wolf.” That’s the person sales person that works by themselves managing the territory. Typically, we think of them as cold calling experts, acquiring new customers, building relationships to the level needed to acquire the customer, but probably not good Read More

There’s the old story about 4 Blind Men, one on each side of an elephant, each is asked to feel the elephant in front of them and describe what they “see.” You know the story, each describes the elephant differently because they each had a different perspective. Read More

It can be very useful to lower the commitment level early in the sales process, especially to get in. But you cannot get trapped in too small commitments later, when they will unravel your deal and cause you to fail for your dream client. Read More

It’s been a while since I’ve had a rant about people who represent our profession poorly. Today, I was a victim of one of the most dishonest and ineffective calls I’ve ever experienced. Not only did the salesperson represent himself dishonestly, but he has given me a negative impression of his c Read More

Are you on Twitter? Don’t know how to use it for sales? Here are several ways to use Twitter to sell. Give them a try and see what works for you. Read More

Much is written about getting sales people to perform at the highest levels. There are countless sales training programs, books, blogs and webinars that focus on sales people as individual contributors. Read More

Here’s an article on how to Tweet recurring message you might have, automate direct messages for new Twitter followers and how to automate a follow back for new Twitter followers. All of which are great time savers. Read More

I’ve been intrigued about much of the publicity around Hoover’s Near Here offering. Apparently it’s an Iphone based application for a sales person to find new prospects close to them–wherever they might be. I’m certain this is the first of many new services that will be offered by organizations l Read More

Sometimes you might have tweets to do through out the day but can’t get around to it. Here is a program, Hootesuite, you can use to help you accomplish this. Read More