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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 order is …

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Send A Newsletter To Your Clients And Prospects

Send A Newsletter To Your Clients And Prospects

A newsletter is the best tool for maintaining a relationship with existing customers and qualified prospects that are uninterested at this time. I suggest that you send out your newsletter at least every quarter, but it would be more effective if you send it every month to your mailing list. I also suggest that you …

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Welcome To The Power Matrix

Welcome To The Power Matrix

As you meet people and develop the opportunity within the organization, you need a tool to help you make sure you develop relationships with the correct people with the appropriate power and influence to help you.

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Marketing And Sales Is Like Football

Marketing And Sales Is Like Football

In a complex B2B sale, the salesperson’s job is to enhance and personalize the marketing message for the buyer. The salesperson is supposed to deliver the information from the company to the decision-maker in a way that effectively shows the product and company in the best light for that particular prospect.  The easiest way to …

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Secrets of a Successful Sales Manager

Secrets of a Successful Sales Manager

Without an effective sales manager, a sales team can fall apart. Despite what we might hope for, salespeople don’t necessarily preform at 100% just for their standard paycheck.

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Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota

Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota

Salespeople are often told to “pitch” their products and services. This is ineffective because it leaves the prospect feeling like they were manipulated and ignored. Instead, the successful salesperson should use curiosity; curiosity is an emotion that encourages people to find out more about you or your company.

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Using LinkedIn To Drive Relationships

Using LinkedIn To Drive Relationships

Much has been written about how to find prospects on LinkedIn. There are good LinkedIn prospecting strategies and bad strategies out there in the wide open Internet, but in this article, I want to discuss how to cultivate great relationships with someone that you have identified as being a prospect for your product. You should …

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Top Sales People Want To Work On The Best Teams

Top Sales People Want To Work On The Best Teams

I recently met with one of my clients to discuss the company’s sales team. They had ten salespeople on their team. Five of the salespeople had brought in about 40-45% of the company’s revenue, and two others also brought in about 40-45% of his revenue. A bigger problem, though, was the remaining three that only …

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36 Weeks Before Glue Works, Inc. Purchase Order Case Study

36 Weeks Before Glue Works, Inc. Purchase Order Case Study

The four salespeople are now 36 weeks before the PO from Glue Works. Who will be eliminated and why?

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