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If you are getting too many “no” answers, part of it may be your approach. If the prospect buys what you sell and isn’t disqualified for some other reason, then you have to go for yes. Going for yes means learning to create value on every call, learning to differentiate your offering, and learning not to accept the Test No Read More

Some sales ideas are detrimental to the health of your sales results. Other ideas are critical and deserve to be heard, debated, refined, and adopted. Here are five sales ideas that need to die and f Read More

Do your or your company have a value proposition? Value= Benefits - Costs. How to create a value proposition and why it is important to have one. Read More

Selling "value" versus pitching "price" makes a lot of sense. But the most effective approach will integrate relevant attributes and a competitive price to produce measurable return on expense. Read More

This is a step by step guide to creating a landing page that will help your business sell more products or build an audience for an educational offering; such as a free webinar or white paper. Read More

Trying to find out who in a company is responsible for looking after certain responsibilities is sometimes tough. Here is a great way to find out how to accomplish this task. Read More

You only have one chance to make a first impression. How you open your sales call is every bit as important as how you close it. Use these guidelines to write an opening script that defines you as a Read More

I bought the iPad about three weeks ago, hoping that it would be a device that fit soundly between the iPhone (which is an awful web-browsing and content creation experience) and a laptop (which is c Read More

Knowing how to write a good sales proposal is a vital skill for anyone running a business. This post explains how to write simple and effective sales proposals, quickly and easily. Read More