Over the course of more than four decades of selling, I’ve steadfastly adhered to certain best practices for speaking ...
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Being human and genuinely empathetic is key in today's economy. Our careers are being disrupted by all sorts of supply ...
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Throughout my Selling in a Recession series, one of the phrases you’ll hear me repeat is “overfill your pipeline.” ...
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If you're looking for allies to help you add prospects to your pipeline, you have to find the right people. They need ...
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When you attend an online or in-person sales meeting you should have three documents prepared and ready to go. Before ...
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If you have a lousy closing rate, what are you doing wrong? It's usually a combination of talking to the wrong people ...
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When you find yourself in a new company or a new sales territory, the first thing you have to do is build rapport. ...
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One way to sell in our current environment is telling customers energy efficiency will help them regain their financial ...
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Due to the pandemic many of us have been quarantined to our homes, and as a result we have become more familiar with ...
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Although most in-person meetings are on hold, sales calls are very much alive and well. Making a connection is ...
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