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Sales Lessons from the Two Best Sellers I’ve Ever Seen

I wrote this post about four years ago and am bringing it back as a reminder that what we do really isn’t nearly as complicated as we sometimes make it out to be.  In essence all we need is a solid process and a good understanding of human...
Posted April 23, 2012 with 72 views     
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Act the Part to Become the Part

I often hear complaints from both new and experienced sellers that they don’t know how to become successful.  The key question is always, “What do I need to do to become successful?”When I ask, most say that they have some very successful...
Posted March 15, 2012 with 26 views     
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3 Keys to Networking Successfully Through Business and Industry Associations

For many sellers one of the biggest wastes of time and energy are networking events.  They go with the expectation of meeting a host of great prospects and leave having done nothing more than met a couple of nice people and consumed a couple of...
Posted November 16, 2011 with 225 views     
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Is Sales 2.0 Making the Buying Process More Difficult?

Sales 2.0 has been lauded as giving the customer control of the sales process since they can now research their options and make purchase decisions long before ever speaking to a salesperson—IF they ever speak to a salesperson. Much has been written...
Posted November 2, 2011 with 221 views     
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Seller, Do You Know Who You Are and What You Should Be Marketing?

Although I’ve addressed this issue before I think it should be dealt with again as I continually see a great many sellers make the mistake of marketing the company they are selling for rather than marketing themselves. There is a tendency for many...
Posted September 29, 2011 with 27 views     
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Book Review: Marketing Shortcuts for the Self-Employed

Whether you own your own business or are a salesperson responsible for generating your own sales, marketing is a major part of your business life.  In a world flooded with marketing messages where each marketer is trying to scream louder than...
Posted August 27, 2011 with 24 views     
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When Does It Make Sense to Outsource the Call?

A couple of weeks ago I wrote a post suggesting a few ways to maximize salespeople’s time by helping them spend more quality time in front of more qualified prospects.  I’ve since received a number of questions asking in essence when does it...
Posted August 12, 2011 with 162 views     
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Are Your Roadblocks to Success Really Real?

Ray is a seller for a software company that I have been working with for a few weeks.  Although he is a strong seller, he wants to develop more effective prospecting strategies so he can bang on the phone a less while increasing his sales....
Posted July 24, 2011 with 44 views     
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Questioning the Value of Questions in the Sales Process

I had the honor yesterday of participating in a roundtable discussion organized and presented by Focus.com about the use of questions in the sales process. Moderated by Andy Rudin of Outside Technologies, the panel consisted of some outstanding...
Posted July 21, 2011 with 41 views     
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Yes, Virginia, There Is a Secret to Sales Success

A little over one hundred years ago the father of a young 8 year old girl named Virginia O’Hanlon encouraged her to write to a then leading New York newspaper, The Sun, and ask the question she’d just asked him—if there were in fact a Santa Claus,...
Posted July 17, 2011 with 60 views     
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Hoovers and LinkedIn Team up to Make Prospect Research Easier

 I suspect that you are like most sellers in that you have to find and connect with high quality prospects.  I also suspect like more sellers you find that difficult and very time consuming. I have yet to see a purchased leads list—no...
Posted May 23, 2011 with 102 views     
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Are You BS’ing Yourself with Your 'Prospecting' Activity?

Over the years I’ve spoken to salesperson after salesperson who is frustrated, angry, and depressed because although they’ve invested heavily in trying to make their sales career a success, all they have to show for their efforts are little to...
Posted May 22, 2011 with 275 views     
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