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Stop me if you’ve heard this one…+

The curse of repetition stalks every sales person. From day to day, week to week, and month to month, we...

Read More+ 1454 days ago
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Are you in sales? Or are you in marketing?+

The answer to the question above is; “Both.” As technology increases our individual capabilities, there is an ever-smaller distinction between...

Read More+ 1813 days ago
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How to be understood+

Substitute “damn” every time you’re inclined to write “very.” Your editor will delete it and the writing will be just...

Read More+ 1857 days ago
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Big is small…and small is big.+

Here’s a crazy paradox: Giant mega-companies are trying to convince everyone that they are nimble, quirky, local, and small(ish) in...

Read More+ 1875 days ago
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Don’t Despair+

I know this is hard to believe, but a few years back, I actually lost two sales in a row...

Read More+ 1978 days ago
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It Costs What It Costs+

Why are people always asking you to lower the price of your products and services? The answer is simple; because...

Read More+ 1993 days ago
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Prospects: If You Don’t Help Them, They Can’t Help You+

Back in the 90′s, I worked for a former Marine. He was a steely-eyed, Two-Tours-In-‘Nam, “Victory At Any Price” kind...

Read More+ 2224 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