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Life Gets Better When You Get Better! 15 Jul 2013 | 07:00 pm
Selling can be a very difficult profession. There is constant pressure to find new opportunities, close existing deals, build customer relationships, manage channels, negotiate contracts, play nice...
Sales Leadership: 9 Things the CEO MUST Know When Making a Sales Call with a Salesperson 12 Jul 2013 | 08:02 pm
If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know: 1. The salesperson is going to be nervous having yo...
Help! My main contact left, and I’m panicked! 11 Jul 2013 | 07:00 pm
Dear Jeffrey, I sell copiers in NYC, and this year I finished as the number one rep in the nation. I truly believe that would not have been possible had it not been for your Little Red Book of Sell...
Setting Individual Sales Goals 9 Jul 2013 | 07:00 pm
Sales Question: "What Should My Individual Sales Goals Be?" Answer: Great question. It tells me that you are a self-motivated individual who wants to have a say in their fate. You are already a st....
New Strategies to Get in the Door 8 Jul 2013 | 07:00 pm
Just the phrase sends shivers up many sellers' spines. Prospects don't respond. Gatekeepers padlock their gates shut. Sellers shut down. It doesn't have to be that hard. This year has changed the fa...
SUCCESSFUL PEOPLE JUMP INTO THE FIRE. 5 Jul 2013 | 07:00 pm
You don’t just stumble into outrageous acts of super-human behavior. Success isn’t an accident, an act, or a result of anyone else’s actions. It’s all on you. What you do. How you react. What you thi...
5 Steps to Collaborate with Buyers in the Selling Process 4 Jul 2013 | 07:00 pm
When buyers buy something, one of two things must be true: 1. They are required to buy. 2. They want to buy. In the former, they have no choice. Get sued, hire a lawyer. Buying = required. The l...
Stereotype vs. Reality: Redefining Your Company’s Ideal Salesperson 3 Jul 2013 | 07:00 pm
We all know the sales industry has changed. Customers are now looking for a solution — not a widget — and they expect your salespeople to deliver. When they do, salespeople don’t just close deals; ...
Who is taking responsibility around here? Nobody! 2 Jul 2013 | 07:00 pm
With all the dumb laws on the books these days, you’d think they’d have one smart one for taking responsibility. Wouldn’t it be cool if every politicians weren’t allowed to blame anybody else, and ha...
Secrets of an “Effective SOCIAL Networker” 28 Jun 2013 | 07:00 pm
Have you noticed that some people network effortlessly? Others become “great friends” after merely exchanging a couple of emails or tweets – it seems that technology has offered us the opportunity to ...
