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How to Sell Articles

Gross Margin: How to Calculate it and Why Salespeople Need to Know it

A Sales Guide to Gross Margin I talked about the profit and loss statement in an earlier post, but wanted to tackle gross margin today. What is Gross Margin? Gross margin is a part of the P&L statement and if you’re in sales it’s important to understand for both...
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How Government Mandates Shape The Sales Landscape

The Influence of Government Mandates This week, I’m going to talk about government mandates.  Mandates are a BIG deal and affect every business in the country.  Knowing the mandates that govern your customers can make you a fantastic partner and trusted advisor....
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Inventory Turn: What Salespeople Must Know

The Ultimate Sales Guide to Inventory Turn and Inventory Velocity   I’m gonna take a break from economic indicators this week. Parts 1 through 4 of this series can be found below: Profit and Loss Statements Balance Sheets Cash Flow Statements Capital Expense Vs....
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Selling Change: Embracing Customer Discomfort

Selling Change Sales is predicated on change. Anyone disagree with me on this?  The whole point of selling or buying is change is required or desired. You want a new car, the company needs new design software, an organization wants to take a new approach to marketing....
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