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We now live in the information economy. The geographical limitations of many peoples IP (intellectual property) has no restrictions. Read Post
As we close out 2018, let’s take a look at the path ahead for salespeople. I’ll knock some earlier predictions on their head, and make some of my own—and point out the challenges that sales must overcome if they’re to succeed in the coming year. Sales Job Predictions There have been some dire predictions in ... Read Post
There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would ... Read Post
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 ... Read Post
Come January 2, you might notice a huge drop in profits. Smaller businesses in particular have a tendency to suffer losses in the first month of the year because of slow sales. If this sounds like what you’re expecting to happen the day after New Year’s, then start preparing your online business today so you’ll ... Read Post
We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more ... Read Post
Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting ... Read Post
Sales and marketing professionals are so bombarded with data and information today we need technology to help us sort it all out. One powerful aid to that mission is visualization – simply because the mind processes visual data many times faster than written or verbal data. This makes sense. Going all the way back in ... Read Post
