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I’ve been writing and speaking about marketing strategies and sales strategies for well over a decade. With all the discussions about how web content drives sales and marketing success, it is essential that we take just a little time to look at how the two functions differ and how they are converging. By making certain ...

Salespeople Should Turn Their Thinking Around A New Salesperson Let me tell you a story that highlights the importance of turning your thinking around. I was a new salesperson visiting a potential customer. The visit wasn’t going well at all. I was still unfamiliar my product, and this customer was giving me the hardest time ...

Today I want to write my personal story. I think that every sales interaction that takes place, and every sales process that leads to a successful conclusion, is always based on an individual story. It is a process between two parties, and the right interaction between them. Sales coaches talk about having the positive attitude, ...

On April 20, 2018 the Consumer Financial Protection Bureau (CFPB) and Office of the Comptroller of the Currency imposed a $1 billion fine on Wells Fargo a variety of abuses perpetrated against consumers of its auto loan and mortgage products. Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for expensive car insurance that they didn’t need, ...

Selling teams often struggle with analyzing enterprise wins and losses. Human nature in sales, of course, typically motivates rapid movement to the next deal and hopefully, the next win. But hope, as we all know, is not a strategy. But the most important reason that effective win-loss analysis rarely happens, if at all, isn’t about ...

Being invisible to people around you can be deadly in any profession, but particularly in sales where career opportunities are hotly contested by the high energy sales crowd. Being invisible guarantees that you will go unnoticed and take yourself off the career advancement path. Sales people can stand out from the crowd, but it’s not by ...

If you’re in sales and hear that you must be ’ready to embrace changes’ and you think ‘Oh! Again?’ you’re not alone, and it only gets worse. See why and how sales people can break habits most effectively and handle new demands and opportunities in your sales job. “Change is the only constant,” as the Greek ...

According to research from International Data Corporation, 75% of CFOs and CIOs at global organizations say that they have trouble using data to make decisions. One reason for this challenge is that while data is readily available, it is often lacking context; this is where the skill of storytelling helps connect disparate pieces of data ...