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All to many sales people set to settle for second place, which does not include sales success. It take just a bit of effort to turn an also ran into a winner. Read More
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If you think if a sales as a campaign to win the buyer and their business, what can sales people learn from politicians? Read More
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There is enough confusion in the world, let's not add to it in sales. Let's be clear, there is buying and there is selling; you need sales people one and order takers for the other. Read More
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One place where sales and marketing can accelerate sales faster and better is through content, and content marketing, learn how. Read More
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Taking the expression "walk a mile in their shoes", and applying it to sales. In order to better align your offering with the buyer's objectives, you should understand all the choices they are weighing. Read More
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Rather than spending time trying to figure out the best time to prospect, work on the quality of your message, ability to handle objections, and other real issues. You wanna know the best time, given all the tools available, it's now. Read More
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Why is it some people succeed in building a new business in the same sector where others fail and give up? The way Start-Ups look at their world and opportunity is very similar to how successful sales people thrive where others struggle. Read More
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Stop looking for ways to avoid things, and learn how to manage, deal with, and leverage things. Sometimes the cost of avoiding is greater than the challenge of facing things head on. Read More
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Change is hard for sales people, both to sell it and to embrace it. But, like fire, sometimes the best way to fight change, is change. Read More
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Is it better to sell the value from the start or negotiate? Had a chance to take in two different views on the role of a professional seller, is one right, or is it a mix of both? What's your view? Read More
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