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Trade Show Magic 3 Oct 2012 | 02:37 pm
Do you want to maximize your effectiveness at a trade show?
Go for the Big Sale. Or Maybe Not. 18 Sep 2012 | 06:43 pm
Conventional wisdom tells us that salespeople should go for the big sale, the record breaker, the home run. And conventional wisdom is usually correct. But once in a while, going for the "big sale" i...
Some Talking Points About Talking Points 6 Sep 2012 | 11:52 am
Politicians use talking points. So do pundits, PR types, and...salespeople. Here are some talking points about talking points. > Talking points help provide
Sales Organizations: How Do You Define a Win? 5 Sep 2012 | 06:40 pm
In sports, the goal is to win. Everyone knows what a win looks like in a sport because a win is so clearly defined. Either your team won or it didn't. In business, managers need to define what a win ...
When Selling, do You Make Ear Contact? 4 Sep 2012 | 03:06 pm
Everyone knows how important it is to make eye contact when selling face-to-face. Eyes, being the windows to the soul and all, are a powerful vehicle to connect with another human being. Since prospec...
Try Something New For a Change 30 Aug 2012 | 12:12 am
After a while, the ebb and flow of our days becomes second nature to us and we are no longer fully aware of what we do or don't do during a customer interaction. Just like most human beings, salespeop...
The Sales Professional: Lieutenants of the Economy 3 Sep 2011 | 05:32 am
As Labor Day approaches here in the U.S., I want to recognize the herculean contributions of salespeople everywhere to the global economy. Yes, I know, the economy continues to be in shambles, and as ...
The Sales Professional: Lieutenants of the Economy 3 Sep 2011 | 01:32 am
As Labor Day approaches here in the U.S., I want to recognize the herculean contributions of salespeople everywhere to the global economy. Yes, I know, the economy continues to be in shambles, and as...
Why "3 for $99" is Worth Much More than $99 to a Seller 1 Sep 2011 | 05:13 am
You sell products or services to consumers. Let's say you're offering a widget on sale this week for $33. And you sell some throughout the day or week this widget is on sale. That's good for business....
Why "3 for $99" is Worth Much More than $99 to a Seller 1 Sep 2011 | 01:13 am
You sell products or services to consumers. Let's say you're offering a widget on sale this week for $33. And you sell some throughout the day or week this widget is on sale. That's good for business....
