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How to mess up a company’s sales

Thousands of salespeople work in conditions that are stacked against their success. Even though it’s 2019, the belief persists that “nothing happens until someone...

Don’t settle for low-hanging fruit

When things aren’t going well, salespeople often give in to the quick and easy sale in an effort to get through the troublesome “dry...

How to boost your career

There’s nothing more ­amazing than the endless incidents of mind-bending screw-ups by otherwise successful companies. Every employee has stories, ranging from miscalculations and costly...

Crack the prospect code

Why do so many meetings with prospects fizzle out and go nowhere? Is it just the way it is, so we should just accept...

How to get more work done

Most everyone has figured out that performance expectations keep going up. To put it bluntly, we face the challenge of doing more in less...

How to avoid losing customers to competitors

Many times, you hear a salesperson say, “We service the heck out of our customers. They’ll never leave us.” But then a competitor walks...

Winning sales proposals

To put the importance of proposals in proper perspective, they are far more than a vehicle for conveying your message. They are your message....

How to get prospects to find you

“I am looking to further my prospecting techniques,” the salesperson wrote in his email. “It seems I need to increase my ratios by the...

Keep prospects talking

When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re...

Build the right reputation

It always comes as a shock to find out that others see us quite differently than we see ourselves. More often than not, it...
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