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Your clients are probably using your product in ways that you don’t know about. Why not find out how and potentially open up a new market. Read More

Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales Process: Which Is Most Important? Frankly, the question confuses me, it assumes that sales goals and sales process are mutually exclusive. Geoffrey seems conflicted, as well. Later, using the example of an Olympic athlete, he states, “For the Olympic athlete, the process leads naturally and progressively towards the goal. Read More

Do you sell an expensive item? Do you realize that you can probably sell more by breaking your price into several payments? Read more here Read More

The other day, I wrote a piece, What Are The 3 Characteristics That Set Great Sales People Apart? It stimulated quite a reaction as people started suggesting their ideas. I was surprised by the focus of a number of people on the “right techniques.” These comments started to make me wonder about my own belief system and biases Read More

Making your clients faster, less expensive and better are all goals that you should be striving for. Think about how you can do this with your product or service and you will be miles ahead of your competition Read More

How do you position your product or service you sell as it relates to your clients? Do you show what your client is missing by not using your service or product? Here is a quick how to on positioning your offering with a financial benefit Read More

Last Friday, I had the privilege of being interviewed by an executive on critical issues in buying and selling. It was a great conversation, but one of his questions stuck in my mind. He asked me, “What are the 3 characteristics that set great sales people apart from others? Read More

It seems to be human nature to take shortcuts. We want results immediately, we don’t want to invest the effort normally required to achieve a goal. We somehow think that we are the exceptions to the rule–while others have to make an effort, somehow we are different and can avoid all the work and effort to achieve the result. In truth, sometimes shortcuts work. They probably work often enough, that we continue to pursue them Read More

I guess as a blogger, twitter user, and sometime pundit, it’s natural to get into a lot of conversations about the impact of Social Media, and the Internet for that matter, on buying and selling. In the past several days, I’ve had a number of conversations with people all over the world. “How do we leverage social media to sell?” “What should we be doing with social media?” “What is social selling?”I have to admit that I feel a little awkward in these discussions, I don’t by any means consider myself a social media expert—it seems, I’ve just learned how to spell www… Read More