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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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Don’t Send Role-based Emails

Don’t Send Role-based Emails

Nearly all great prospecting salespeople send out emails to potential prospects. I even teach some of these tactics in my book Eliminate Your Competition. However, no respectable salesperson should ever send a blind email to a role-based email address. It is fraught with potential repercussions and almost guaranteed to fail. It is simply not worth …

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Inbound vs. Outbound: Which Approach is Best for Your Global Go-To-Market Organization?

Inbound vs. Outbound: Which Approach is Best for Your Global Go-To-Market Organization?

My long-time friend, Craig Witt, recently posted the following article on Medium. He gave me permission to put it here on my site. Most sales leaders agree that the goal of a Go-To-Market organization is to use predictable and precise approaches to engage the right decision makers in the companies they’re trying to convert. But what is …

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Some Advice On How To Not Suck At Meetings

Some Advice On How To Not Suck At Meetings

Meetings for salespeople are common…and terrible. Salespeople have a staggering amount of meetings to attend, both internally and externally. When they’re not checking in with their managers or picking up tips from their coaches, they’re presenting to prospects or visiting with customers. With all that time tied up in meetings, it’s critical that each runs …

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Don’t Negotiate With Yourself

Don’t Negotiate With Yourself

You are about to send the proposal. You want to get your team’s perspective on your offer. This team may be your technical pre-sales, your manager, your manager’s manager, your finance guy, your implementation team, etc. Many people can give you insight into the proposal for your account. Each person on your team will help …

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