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Far too many sales professionals hear prospect objects as personal rejection. Because of this, many sales professionals are terrified of prospect objections. Rather than being something scary, however, the truth is that an objection from your prospect is important information. You are learning about your prospect, how that prospect thinks and feels and what is important to them. Your prospects’ o Read More
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When was the last time you really asked for exactly what you needed from your sales prospects? This article refreshes your memory of how as a toddler you had the ability to ask, and to continue to ask for what you wanted, until you got it. The article also encourages you to take action to regain this important sales skill.
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You were born with two ears and one mouth. This article outlines the importance of using these instruments in that proportion when making any sales pitch. It also addresses the importance of self awareness when it comes to the elements that constitute good listening skills. Read More
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Prospecting is the life blood of any SME business. If you avoid the 7 common mistakes business owners tend to make in their prospecting activities as outlined in this article, you will not only save yourself time and grief, but you will help to set your business up for future prosperity. Read More
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An insightful piece by Dave Kahle discussing how to continually collect kernels of information on competitors to help you stay up on competitive trends and your industry's landscape. Read More
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Are you thinking about downsizing your sales force. How can you lead your sales organization through this transition? Read More
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Am I incorrect, or does it seem like some, even many, who make their living selling are not thirsty for knowledge, are not sufficiently curious about their customers, are not passionate about learning how to improve? Am I wrong? Read More
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The new business mantra is adapt or die. Growth is no longer enough! Read More
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First impressions go a long way in sales, casual is casual, and B2B sales is not casual. Command the respect you deserve by looking the part of a pro. 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!








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