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One of my best strategies for the first week on a new job is to invite the top producer out to lunch. A little flattery goes a long way for those who are somewhat egotistical along with paying for the meal at a nice restaurant. The conversation is personal until the check is in the ...

In the current competitive business climate, sales reps are expected more than ever to be able to talk the talk and convince customers of what they are saying. A good sales enablement tool should be able to effectively aid seller-to-buyer communication and enhance their connection during the B2B sales cycle. With a wealth of platforms ...

My assistant burst into my office with a horrified look on her face! The General Manager of one of our premier hotel clients in Vancouver was on the line and wanted to speak with me IMMEDIATELY. My EA warned me that he was going ballistic. Apparently we had somehow put his entire communications network out ...

My third year of sales, I once again had a new job. This one was more exciting than the previous two as I was finally working for a credible company. I was ready to try my hand at selling to Fortune 500 and 100 companies. The goal was finally to be able to say; “My ...

No Internet marketer wants to make important decisions by guessing, but in effect this is exactly what many of them do — without even knowing it. Although they’re not throwing a dart at a board or randomly picking a number, they’re making important decisions about their lead generation websites and campaigns without all the information ...

During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below. They are not listed in any order of ...

You might discover that instead of on LinkedIn, the business opportunity you are seeking might be right next door. My friend Sarah that told me she obtained a job as marketing head for a new startup company. Not only will she be paid a salary, she’ll also be receiving a percentage of the startup’s revenue. ...

In my first sales job, I had a very tough product to sell: advertising for the worst TV station in our market. In order to earn our customers and deliver actual value for them, we had to hustle in a major way and get mega creative. Media buyers didn’t readily see the upside of placing ...