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2 Essential Rules Most Salespeople Forget

As I pointed out in the post “10 Things Every Customer Wants,” customers can be incredibly demanding. However, there is one thing that customers definitely don’t want: more information. For the past 40 years, every sales trainer and guru in the world has been teaching some variation on “solution selling.” As you’re probably already aware, […]

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10 Biggest Mistakes in Sales

Sales people, sales organizations and sales teams have to change the way they are handling customers today in this very competitive world. The old ways of selling are changing and require all sales people, sales managers and sales organizations to think differently. Here are 10 essential selling principles that most sales people and sales organization […]

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How to Train Your Brain to Stay Positive

As an entrepreneur, conquering challenge and failure is essential to the success of your business. You can learn to cultivate that resilience by training your brain to stay positive when times are tough. “People tend to have a cognitive bias toward their failures, and toward negativity,” says Matthew Della Porta, a positive psychologist and organizational […]

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Crazy Sales Stats (Follow Up)

Someone on Linkedin shared this stat with me last Friday regarding sales and their follow up. I was completely shocked! Makes me question a few things… Makes me question a few things… Are organizations just not teaching sales how to follow up? Are companies so boggled down with deals they have no time to follow […]

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