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Product is important, product knowledge is important, but neither is as important as the ability to sell if your are looking for consistent results. I would much rather have someone who can sell and teach him about product, than having a product expert with the hope of teaching them to sell. Read More

It is easy to rationalize away losing to another competitor. But you were beaten by another salesperson. Accepting this is the key to improving. Read More

Sometimes, stating the obvious is nothing more than that; merely verbalizing what everybody in the audience already knows. Sometimes, something is obvious to the speaker/writer, but is genuinely a novel concept for the audience. Sometimes, everybody already knows, but only a few actually practice Read More

One of the core differences between guerrilla
social media marketers and other marketers is how
they measure success. When asked about return-on-
investment (ROI) from social media marketing, many
will claim it’s impossible to truly measure. Some will
say that it’s all about community and sugg Read More

This month’s topic on Sales Bloggers Union is: “Do we sell based on the way we buy?” It’s an interesting question, but the more interesting question is to we treat the people we are selling to in the very same that we would want to be treated were we buying?

Would you, selling the way you sell n Read More

The real work is done in front of the deal. The end of the sales cycle is too late. Even for a show horse. Read More

While no one can deny the benefit of having a sales system, but no matter which system you use, in the end if you don't execute, it has little value. Nothing beat proper and consistent execution, the last word in sales. Read More

You’re not looking for a fair fight at the boardroom table. You are looking to stack the deck so heavily in your favor that it’s not a fair contest. Read More

To reasonable and objective observers, it may look as if your opportunity is gone. It isn’t. Unless you believe and behave as if it is. Read More

If you believe that in challenging conditions that you can only sell price, you will find evidence to support your beliefs. But you will be wrong. Read More