Most of you are probably too young to remember the start of electronic communication. In those days we’d craft a generic sales email and then blast it out to thousands of contacts hoping for a response. Those were simpler times. But today, that’s not gonna cut it. As...
Product Demos in the B2B Sales Process Product demos and free trials seem to be the thing these days, particularly in the realm of SaaS (Software as a Service). Everyone’s itching to get their mitts on the product before making a commitment. It’s reached a...
You’re Not Selling a Product Let’s get one thing crystal clear: if you can’t articulate what you’re selling, you might as well be walking blindfolded through a maze. Selling is not a guessing game, it’s a precise, strategic art. Pause for a moment and ponder:...
How is King Midas Related to Sales Success? What do you touch that turns to gold? An answer to that simple question is the key to your success in sales, business, relationships and . . . shit let’s just say life in general. Do you remember who King Midas was? King...
The Sales Coaching Partnership This is a common mistake I see in the sales world. So many people are constantly searching for others to handle things for them. I’ve always believed in the power of coaching, particularly sales coaching. Sales coaching is not just about...
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