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Sales is broken, it’s sick. It’s time to kick the social crack pipe! Doug Davidoff recently posed the question, “To Sell or Not to Sell” in this ingenious post rebuking a CEO that’s eschewing ever hiring another salesperson??!! Anthony Iannarino’s takedown of this post was so classic I must lift this paragraph here to share with ...

All my clients seem to be inundated with bid requests right now. Request for proposals (RFP’s), request for information (RFI’s), request for quotes (RFQ’s) – the activity levels are at a fever pitch. Are you involved with an increased level of request for proposals? If so, I have several sales strategies that will make a ...

The core purpose of Pipeliner could be summarized like this: To Raise an Army. But we’re not talking about the army in the military sense. The kind of army we are talking about can only be understood in the context provided by Austrian economist and philosopher Ludwig von Mises, who once proclaimed “Such an army ...

These days I remembered something I’ve read back in 2006 and somehow kept in the back of mind all this time: ‘’Everyone wants to be the VP of marketing and do the cool stuff like advertising and promotion. This is fine if your product is already being bought. [..] For selling to work, you need ...

The 48-hour rule is about speed (responsiveness), accountability (commitment and personal integrity), and differentiation.

Defining Empathy and Understanding Why Salespeople Fail At It Sales organizations understand the power of empathy and more sales managers are teaching this powerful EQ skill. They are well-intentioned but often miss the mark. In an effort to help salespeople make an emotional connection with prospects, they teach validation/paraphrasing skills, not empathy skills. Note: Validation/paraphrasing isn’t empathy; it’s ...

The Tunnel that Meets in the Middle The Gotthard Base Tunnel in Switzerland is, at 35.5 miles, the longest tunnel in the world, and an incredible feat of engineering. It took over $9.5 billion dollars and 14 years to complete. Tunneling is an exact science. If such a project were begun from two sides, and ...

Build a Buyer’s Trust by Sharpening Your Listening and Language Skills Listening and language skills are vital for building a buyer’s trust. As a sales professional, delivering the right messages to buyers is crucial to getting your foot in the door and then building their trust. Many times, successfully approaching and engaging buyers comes down ...