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I came across one of the classic deadly myths of sales. It was in the form of a question on LinkedIn Answers. Let’s see if you can spot it... Read More

If you have to sell to senior level decision makers, why not look at the same resources in house. If you sell to CFO's, then talk to your own CFO to learn how they think, do and make decisions. Read More

Storytelling is the ability to create a compelling vision of the future. Great salespeople include in their stories the challenges and the obstacles that will need to be overcome in order to create that future. They write the future positive outcomes with their clients as both characters and as coauthors. Use these tips to be a better storyteller. Read More

Is the Sales Profession Dying? No… You are just listening to the wrong people!

I recently attended a sales and marketing conference. During one presentation, the focus turned to “Closing Techniques.” The presenter shared word-for-word scripts that would lead the prospect to “YES!”

Inevitably, someone in the back raised their hand and said, “That type of approach would put me off,” to whi Read More

Success in sales is dependent upon your ability to differentiate your product or service in a crowded field. More important still is your ability to differentiate yourself as a salesperson. Work on these three ideas to improve your ability to differentiate! Read More

My definition of a "dead end prospect" is a prospect with which you've completed your selling process, handled any objections, and, despite your best efforts at doing a bang up job selling, have reached a dead end, without any clear reason why the prospect isn't buying. The dead-ender almost always is a result of
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Selling requires a strong ability to diagnose the client’s problems and challenges. By diagnosing their problems and challenges, and by developing a full understanding of their root causes, the professional salesperson can build a solution that perfectly matches the client’s needs. Follow these steps to improve your ability to diagnose! Read More

If following through on the little things can make the right impression, why not do the little things right rather than over looking them. Going further, why not create opportunities to "follow up" on the little things to establish a positive perception.
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In the past, success in sales depended very heavily on the salesperson’s sales acumen. While sales acumen is still necessary, business acumen is now equally as important as sales acumen (and in many cases, more!). The business of sales is now the business of business. Use this list to build a plan to improve your business acumen. Read More

1) Momentum can cause friction. Don’t be moving so fast that you forget your community.
2) To build a big network, build many interconnected communities.
3) If you’re going to be disruptive aggressive and edgy you also have to be able to take what you dish-out; with a smile!
4) A social media listening strategy has to be applied on-going and consistently if you want to maximize ROI.
5) Google Read More