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There are always two sides to a story, and today’s is about the worthiness of micromarketing. Some say it is a complete waste of time to make room for extra niceties while others applaud the effort. In the competitive sales environment, I found most salespeople focused only on the quick hit sales to ensure making ...

A million-dollar, one-person business is otherwise known as a micro-business that has one to nine employees. The number of these businesses has grown by 50%. They’re up from 3.5 million in 2000 to 5 million. This growth is remarkable in comparison to the decrease or fall of other types of businesses during this time. Many ...

Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where sellers sit on the sidelines. So why do sellers breathe a sigh of relief or rejoice when they get a continuance? The dictionary definition of continuance is “an act of ...

Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span but had hyper-focus for short bursts of time. The farmer, based on agrarian societies, was patient and worked steadily with the understanding that he would ...

Pre-call planning. As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I don’t do scripts”, “I’m best when I’m spontaneous” or “I can spend my time much more effectively doing other things” are all in the chorus. Then there’s, “It’s just a waste of ...

Salespeople live in a world full of competitive claims that lack creativity, imagination, and truth. Most differentiation statements advocated by organizations and intended to convince us involve words like “best”, “number one”, “leader”, “fastest growing”, “most” and “highest quality” to assert their distinguishable characteristics vis-a-vis their competition. The usual clap trap These are common statements ...

Who doesn’t want to skyrocket their sales and have a successful business? If you would ask any business owner what’s his biggest dream, the answer is obvious. Each entrepreneur wants to increase their sales and profit. However, all business owners know that they need to put in a lot of effort if they want to ...

In recent years, personalization has become a major content marketing buzzword. Everyone actively uses this term, but just a few know what it’s actually all about. Most sales managers believe that personalization tactic is all about putting a customer’s name in the subject line of an email. But it’s much more than that. Using cookies, ...