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My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.   Only the winner of the …

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Salespeople Affect The Decision-Making Process Of Their Prospects

Salespeople Affect The Decision-Making Process Of Their Prospects

I was recently interviewed by Colin Stewart of Predictable Revenue in his podcast. I have posted links to that podcast as well as the transcript. During that interview, I made the point that sales is nothing more than affecting decisions. I contend that it is the job of a salesperson to influence the decisions of …

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Too Much Information Doesn’t Help Your Prospects

Too Much Information Doesn’t Help Your Prospects

The prospect’s role in the decision-making process is to collect information pertinent to their problems and find a solution to these challenges. Your stated role in this process is to provide information to the prospect that will allow them to purchase your product. Your unstated, but understood, role in this process is to affect the …

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The four types of salespeople

The four types of salespeople

I was recently interviewed by Colin Stewart for his podcast “Predictable Revenue.” I spoke in great detail about the four types of salespeople. I created a transcript of the conversation, but that still might have been moderately difficult to understand the differences. I am hopeful that this blog post eliminates some of the confusion. There …

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Transcript of 151st episode of podcast Predictable Revenue

Transcript of 151st episode of podcast Predictable Revenue

As I discussed earlier on this site, I was recently interviewed on the 151st edition of The Predictable Revenue Podcast, by co-host Collin Stewart. If you go to my earlier post, you can play the podcast right here on my site. This posting is the transcript of that podcast. Throughout the pod, Collin and I discuss …

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Predictable Revenue interviews me on their podcast

Predictable Revenue interviews me on their podcast

I was recently interviewed on the 151st edition of The Predictable Revenue Podcast, by co-host Collin Stewart. Throughout the pod, Collin and I discuss how to update the traditional Hunter-Farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the Hunter-Farmer sales model ([3:18]), specializing sales roles ([20:11]), …

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