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The Single Step to Double Your Closing Impact
I remember it like yesterday. There were 600 people in the crowd, and I was center-stage where noted sales trainer Tom Hopkins was quizzing me on closing techniques and overcoming objections. As I...
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Simon Sinek Is Wrong!
I’m a big fan of Simon Sinek’s concept, Start with Why. I even shared his TEDx presentation on this blog. However, I feel as though it’s time to get something off my chest – Sinek is wrong. DON’T...
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The Seller’s Paradox
When I conduct sales training for executives and sales teams, I typically finish with the valuable thought: “Stop Selling! If you feel like you’re selling, you’re doing something wrong.” I call it The...
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Solving The Seller’s Paradox
As I shared in my post last Monday: Stop Selling! If you’re selling you’re doing something wrong. Whenever I share this insight, it’s always greeted with agreement…and frustration. People shrug...
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Stop Being Boring!
It’s been quite some time since I had a good rant here, so I feel like I’m a bit overdue. On that note, I’d like to share with you the biggest frustration about my job. One of the things we do for...
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Why One Night Stands Are Bad For Business
Congratulations to the Ravens. So, what did you think of the commercials? With the annual celebration of one-night stands (Super Bowl ads) behind us, I still find myself asking why so many companies...
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How To Kill Your LeadGen Efforts in One Easy Step
I shared some thoughts on this topic several years ago. As I’ve received countless additional inquiries and attempts my salespeople do “get the conversation started,” I decided to adjust the post and...
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Getting Your Content Read: The 5 Critical Steps
For 20 years I’ve had a tremendous sales advantage. As someone who enjoys writing and creating new ideas, I’ve leveraged my sales efforts with content, before content marketing even had a name....
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Gaining The Focus You Need to Expand Your Customer Base
Over the last 18 months I’ve been focusing on simplifying the approach that small and mid-market companies take to growth. There is probably nowhere where this is needed more than in strategic...
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Price Is An Excuse (Or, Why Salespeople Kill Their Own Profits)
Did you know that the word decide and homicide have the same Latin root? They both mean “to kill.” When you make a decision you’re “killing” the alternatives. When viewed through this lens, it is no...
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