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Salespeople don’t sell product or services; they sell outcomes. Successful salespeople manage these outcomes for their clients and their companies, ensuring that they achieve the results and the outcome that they sold. Follow these steps to better manage your client’s outcomes. Read More

If you want to sell more, give yourself more time to sell. Not very hard, not very high tech, although technology can help. But mostly it's down to actually doing things in the right proportion at the right time. Read More

If you greet each day with love in your heart, your prospects will take notice! Cultivating the facets of love like enthusiasm, gratitude, passion and optimism will make you a better salesperson! Read More

The 21st Century changes the rules of engagement. Business world is changing daily, and if you are not at least trying to keep up with the changes, you are becoming the dinosaur of sales. Read more about selling in 21st Century. Read More

...The first step in positioning through social media is to get to know your audience intimately. Commonly referred to as social media monitoring tools, guerrilla intelligence tools allow you to sort through the millions of possible blog posts, Tweets, and videos honing in on relevant conversations by your target market. Once this target market has been identified, and their true needs, wants, co Read More

Just about everything in life has a process: There's a process for getting registered for kindergarten. There's a process to get accepted into college. There's a process for having a baby. There's a process for changing the oil in your vehicle. There's a process for paying taxes. Successful selling has a process, too. Think of the selling process as a GPS for your Read More

Great salespeople have the ability to lead. They have the ability to generate results through the efforts of others on their teams, as well as their client’s teams. But leadership starts with owning the outcome and leading from the front. Apply these ideas to be a better leader. Read More

Sales 2.0 offers a number of possibilities, but as with most tools, it is the person behind it that counts. In sales that comes down to those who understand the art of execution. Read More

I recently heard a business owner complain about how his sales team is trapped in the price driven sale. He says his sales people are submitting copies of competitor invoices and requesting approval on discounted proposals.

It’s unrealistic to think that price doesn’t play a factor. Everything hinges on the prospects... Read More

Here’s another excerpt from the book I’m working in with Jay Conrad Levinson.
Truth:

Marketing is the truth made fascinating. Guerrilla social media marketing is about using all of the tools available to tell your fascinating brand story in a way that drives trust, consent and profits. With that said, guerrillas tell the truth and they tell the whole truth. With social media networks and plat Read More