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Trashing The Trade Show – One Man’s Tale Of Liberation+

Sales people despise them.  Management hates paying for them.  Marketing spends weeks or months preparing for them.  And most people...

Read More+ 2252 days ago
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Groceries, Hunger…and Selling+

You should never go to the grocery store when you’re hungry.  Studies consistently show that hungry people make far more...

Read More+ 2259 days ago
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“Solution Selling” is Dead+

“Don’t sell features and functions – sell Soluuutions!”  “Price?”  “Why should price matter?”  “We’re selling Soluuutions!’ You’ve heard it before,...

Read More+ 2263 days ago
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Five Ways To Craft The Perfect Executive Summary+

Over 50% of all sales proposals are not read in detail by their intended audience.  The flip side, however, is...

Read More+ 2267 days ago
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Five Things You Need To Know About Your Sales Proposal+

Most sales people will tell you that their least favorite activity is responding to RFPs and creating proposals in general. ...

Read More+ 2272 days ago
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Are You Overpaid??+

Ah yes, spring has finally sprung.  It’s the time of year when a sales person’s fancy turns to thoughts of…compensation....

Read More+ 2277 days ago