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Your potential customer often begins their buying journey by wanting to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find?

Over the last decade, data’s role in running an efficient business has become more and more crucial. There are vast pools of data available to the aspiring entrepreneur, and there are now more ways than ever to interpret and implement it for the benefit of a business. Both customer-facing and internal resource data are more ...

This is my last in the series of lessons from the greatest salesperson there ever was—Jesus of Nazareth. And this one deals with a topic at the forefront of today’s sales education: being customer-centric. Jesus set the very first example of this vital sales quality. Disclaimer: In this series, we’re examining the sales techniques of ...

The statistics are compelling. Most selling organizations generate 80% of their business from 20% of their clients. Winning a new large account costs up to 20 times more than keeping a current one. And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative ...

Salespeople should stop looking at feedback as complaints. They tend to attach a negative aspect to it, so they are rarely happy to get it. But in fact, feedback is essential to their success, even when it truly is negative. Why? – Because it teaches you where you need to make improvements in your offer. ...

With this article, we continue our series of lessons from Jesus of Nazareth. Again I’ll provide my disclaimer: we’re examining the sales techniques of Jesus of Nazareth, the greatest salesperson of all time. This doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m ...

If you aren’t sufficiently prepared and equipped, your chances of thriving in a room full of Sharks is severely compromised.

I’d like to encircle the workplace with ribbons of yellow safety tape. That would give others an inkling of the dangers lurking within. I’m not talking about back pain, eyestrain, and paper cuts. I’m talking exploitation, harassment, and passive aggression. We need to protect people from the risks that threaten their personal values. In an ...