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In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, because they become words. Watch your words, because they become actions. Watch your actions, because they become habits. Watch your habits, because they become your character. Watch your character, because ... Read Post
The comparison of clientele and a beautiful garden came to mind as I was in conversation with a friend. Jane asked the question, “How do you handle difficult prospective and current clients?” She admitted it is difficult to be in the presence of some. My response was, Remove the weeds to make room for the ... Read Post
Reading this article would mean that you already know what ‘B2B’ means. If you do not, ‘B2B’ simply means ‘business to business’. It refers to salespeople or companies that sell products to other businesses rather than to consumers (which is B2C, business to consumer). B2B sales come in 2 categories and each category would require ... Read Post
Content may have been king once, but now, it’s videos that rule. Building a brand in the digital era is all about visual storytelling and videos can meet the challenges head-on. For B2B marketers, video remains more powerful than any other medium or channel. Shootsta disrupts the traditional agency video production industry by offering a ... Read Post
In the first blog in this series on building sales character, I introduced a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your ... Read Post
Every year, businesses send out over 124.5 billion emails, but few results in a click-through or sale. The typical opening rate is approximately 22-25%, meaning that the average response rate is even lower. There’s no way around it: If you want to generate your prospects’ interest and make a sale, your emails need to attract ... Read Post
Some say that an institution can kill inspiration. Not true. Institutions don’t kill anything; people do. That said, every leader wants to grow their company; it is THE imperative of their strategic game plan and is the essence of sales. The founder of a startup has a vision that they can only realize when a ... Read Post
When it comes to achieving our larger goals, our biggest obstacle can sometimes be the impetus to begin. Often, it’s the sheer size of these goals that does us in. What we really need to do is to find a way to shift our focus, and I’ll show you how to do just that when ... Read Post