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Battle Royale+

Have you ever walked out of a client meeting and passed a competitor who was walking in? Or have you...

Read More+ 1475 days ago
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Care About Your Prospects – Don’t Capitulate To Them+

“Most people do not listen with the intent to understand; they listen with the intent to reply.” -Stephen Covey For...

Read More+ 2203 days ago
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Too Good To Be True? What To Do When The Competition Lies:+

I watched the attached video and my jaw dropped in disbelief.  “Wait a minute,” I said.  “That simply can’t be...

Read More+ 2245 days ago
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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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“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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Can You Hear Me Now? The Power of Silence in Sales+

Flying from San Diego to Austin the other day, I immediately regretted my choice of seat. Directly behind me, a...

Read More+ 2323 days ago
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Do You Really Want To Wear Lady Gaga’s Meat Dress?+

Did you ever notice how sales people can be divided into the same personality “types” as celebrities? So what kind...

Read More+ 2327 days ago
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Four Tips for Engaging Your Clients & Prospects @ Work+

This article also appears at www.B2Bbuzz.org If you’re a sales person, you probably spend much of your day in someone...

Read More+ 2337 days ago
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4 Key Strategies For Avoiding The Pitfalls Of Email:+

The following blog also appears @ www.B2Bbuzz.org: You may have learned in “Communications 101” that 70% of your communicative abilities...

Read More+ 2343 days ago