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Thanks to MRIs, we now know what's going on in the brains of shoppers. Read More

But isn't it also very 2009? Read More

As a sales leader you must focus on what you can control in times of crisis Read More

This is part part 4 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here's today's 3 Guerrilla Social Media Marketing Tips: 9. Amazement — “Tell stories because stories are not boring.” — People love stories, that's why they follow you on Twitter, they are following the story of y Read More

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person... Read More

Today's focus is on listening. A big part of being good at all the steps in the sales process has to do with listening and being totally present. I have put together (in PDF format) a brief self-assessment on listening for you to complete. A big part of being a successful communicator is self-awareness. Take time during and after this assessment Read More

We all know apples are good for us. Read More

Face it, as sales people we can be really boring. We're predictable, and in most cases we sound just like the next guy. Being boring is a guaranteed way to commoditize our product or service and drag our sales cycle out much longer than it has to be. Listen to today's podcast and then do the following: 1) Make a list of all the mediums you Read More

Do referrals work? How do you get them? You've got to have a system! Read More

Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about sources of sales leads, and even Linkedin prospecting in the past few days. Today's sales podcast is for Day 6 of The 28 Days to Better Selling. I Read More