Business acumen training for salespeople is key. Why is that? I believe the reason is twofold.
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I was recently asked about how to sell cogeneration systems effectively. For those not in the know, Scientific ...
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A lot of people don't ask for referrals because they think it's begging. It's not.
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A famous comedian once said, 90% of success is just showing up. Many times in sales, at least 90% of your success is ...
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It is really important to understand whether certain metrics used to justify expense-reducing capital projects are ...
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Most of us have our sights set on the future. The problem is that we’re constantly waiting to get there, instead of ...
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When writing or communicating with our prospects, our choice of words is front and center. We describe what we’ve been ...
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It’s a lot easier to make additional sales to existing clients than it is to get new customers. I'm often amazed when I ...
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Imagine you're going to sell an energy efficiency upgrade to a homeowner, and you're going to save them a meaningful ...
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When it comes to being a sales professional, experiencing hard times is inevitable. Over the last forty years, I have ...
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