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No, Sales Training IS NOT an Option!
Those that understand the importance of training absolutely know this to be a fact. It’s not a belief or an opinion, or a preference. It’s certainly not an attitude. It’s a cold hard fact: training...
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A Primer on Sales Management: Just be Nice!
Didn’t our mothers tell us to just be nice? This most basic of principles has been taught to all of us from our earliest age, yet niceness always seems to be in short supply. When you ask customers...
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How Many Send Out Cards Is Too Many Send Out Cards?
Don’t get me wrong. I like following up and staying on the grid as much as the next guy—um—salesperson, and maybe even just a bit more since I train the concept of “touch point management” as part of...
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How to Make the Sale After Your Fling With Social Media
We are all aware that social media plays a huge role in our current sales and marketing landscape. Creating visibility, softening the market, starting and/or maintaining a dialogue with customers and...
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How a Busy Sales Trainer Can Also Be a First-rate People Connector
The other day I announced via social media that I had made a New Year’s commitment that called for me to make 10 (networking) introductions per day. Yep, that’s right. 10. I immediately received a...
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Help Me, I Think I’m Falling In Love Again
Oh Joni, I don’t know what it is. Could be that I’ve been working so hard to win new business or maybe I’m just plain easy and want to love those new prospects that come my way, but really, shouldn’t...
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The World of Discounts, Coupons and Should I Cut My Price in a Recession?
I’ve been a sales consultant/trainer for 20+ years and in the last 2 years have seen more discounting, couponing, “special” offers and give-aways than in all my years in business. I do understand that...
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The Importance of Selling
I never thought that it would get to this. No, I never thought that I would be propelled to write a post about the importance of selling. After all, it’s pretty obvious, right? If you’re in business,...
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What’s Holding Them…And You…Back
The economy remains slow, existing customers are still reluctant to buy, and new business seems to be virtually absent. Are these really the problems? Or is it simply self-inflicted inertia? Almost...
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A Primer on Sales Management: Just be Nice!
Why is niceness a scarcity in sales? Usually, it’s a trickle down effect. Salespeople don’t feel cared for by their companies, so they transfer their negativity to their customers. That being said,...
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