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Technology is advancing at a breakneck speed in almost every single discipline, which means regular sales personnel are at risk of becoming obsolete. Companies now need people who can present the benefits and features of highly specialized products. Unfortunately, many of these products are beyond the comprehension of those without at least some background in ...

Selling Me, Selling You Taking off from the magnificent song by Abba (Knowing Me, Knowing You), this final article in our series on the biggest sales mistakes you can make takes up the most crucial error a salesperson can commit—and also the biggest trap they can fall into. Selling Me The “Selling Me” part of ...

If you don’t know your nearest enemy, you should. And you should give them special attention. You may have several competitors in your space but it is essential to focus on the one that is nipping at your heels; you are extremely vulnerable if they decide to grow at your expense. Here are some simple ...

In port cities, we see the massive mooring lines that securely tie huge ships to the docks. Getting those ropes down to the piers from the giant vessels was a problem that inventive sailors solved long ago by wrapping the roping around itself at the ends, creating what looked like monkey’s paws. These were heaved ...

Millions of leaders and sales professionals have given thought to, and set ambitious goals for 2019. It’s that time of year. Many may be getting to the gym, taking a break from drinking, eating healthier, showing up on time and contributing more to a company and team meetings. Changing embedded habits is not easy. It’s ...

You love your company, your product, your prospect and you talk…and talk…and talk. Does this sound like you?

Promise or Goal? The old year has come to an end, and we’re in the first days of the new year. Most people are looking back at their recent past, weighing successful and missed opportunities and achievements, and making plans for the upcoming year. This is a very good thing, only when looking back at ...

The First Sale When you work in sales or any business for that matter have you ever stopped to think about the first sale you made? You cannot underestimate the power of the first sale. So why is the first sale so important? The reason it’s so important is that the first sale is not ...