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The future of sales and selling

The future of sales and selling

| June 4, 2015 | 0 Comments

It’s been said so often it’s simply accepted as a fact: More than ever, Buyers are in charge of the buying process. They are more informed, more aware, and more engaged than ever before. Buyers don’t need salespeople are they once did — most of the buying is done before salespeople are engaged. For the […]

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Best CRM to manage B2B sales forecasts?

Best CRM to manage B2B sales forecasts?

| May 30, 2015 | 9 Comments

Over the years I’ve asked a few times about your vote in favor of the best CRM. I asked to feel a pulse of who is favored and why. Today, I’m asking again. But for a different reason. I’d like to partner with a CRM vendor — write about it, sell it to others, and […]

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How far would you go to win and make more money?

How far would you go to win and make more money?

| May 29, 2015 | 0 Comments

If your customers would never know… Would you ship refurbished equipment to fill orders for the purchase of new equipment, drastically increasing your margins? Would you overlook a quality control process you market as a value-add of doing business with your company in order to ship before the end of a reporting period? Would you report […]

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Make the Most of Your Small Business Marketing Dollars

| May 28, 2015 | 0 Comments

So, you don’t have a pile of money to brand and market your business? Neither do countless small businesses across the country. Small businesses have to make the most of every dollar spent to create a look-n-feel for their business and promote it. Consistency is the greatest brand of them all and the wisest way to spend […]

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When we’re all the same, there’s nothing different — that’s the rub

| May 26, 2015 | 2 Comments

This morning I drove by an office building I hadn’t been inside for 10+ years. The last time I was there I met with a client — our last meeting. There weren’t any performance issues and the client was kind and paid on time. The problem was philosophical. I was retained to help my client position […]

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5 Tips to Making a FREE Offer to Close a Sale

| May 19, 2015 | 1 Comment

Being great or the best often isn’t enough. Having a wonderful product, outstanding back office support, and world-class people sometimes just Having a wonderful product, outstanding back office support, and world-class people sometimes merely readies you for business — it doesn’t put you over the top or convert prospects to customers. What you need is […]

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