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When sales skills can play a supportive, understanding role

Now that we’re once again getting open for business, this raises the question of what we’ll be talking about with customers. Millions of Americans...

No guarantee customers will return; this might help

When we narrow down the current COVID-19 economic situation, we’re all in the same boat. No matter who we are or what we do,...

Don’t derail your marketing

Marketing has never been a laidback, trouble-free game anyone can play. Today, it’s far more perilous than ever, particularly since prospective customers are moving...

Sometimes, contrarian thinking can put you on right track

It makes business more interesting when there are a few contrarians around. A Jeff Bezos, a Steve Jobs, or an Elon Musk. Those who...

Niceties feed your sales

Too many salespeople find themselves running on fumes when it comes to prospects. “I get up every morning and ask myself the same question:...

This is the skill employers desire most

The job world is changing so rapidly it’s next to impossible to know what to do even in the short term to get ahead,...

Bridging ‘credibility gulf’

“I want to believe you, but I’m not sure I trust you” is the unspoken doubt in customers’ minds about salespeople. The devil in...

How to derail your career

If you believe jobs are “temporary” and the best is yet to be, you can create an easy-to-spot trail of behaviors that can put...

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...

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