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Guides
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Executing a High Impact Sales Process
Increasing Sales Velocity
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Twenty Times?
I recently attended as program on marketing. One of the panelists distributed a copy of Thomas Smith’s, Why Advertise Often? It says it was written in 1885 and that it still applies today. If you’d like a full copy of it, just e-mail me.
Driving The Sales Process
One of the most painful experiences for salespeople is when they have presented their solution to...
Why Doesn’t Advertising Work Anymore?
USA Today reports that 80% of marketers surveyed in a recent Association of National Advertisers...
Tell It To Me Like I’m A Six-Year-Old
In the 1993 movie, “Philadelphia,” Denzel Washington plays the role of a trial attorney. who asks...
How to Structure a Powerful Presentation
When you go-to-market, you must be able to make a compelling presentation to your selected...
Hiring Salespeople
In the recent bestseller, Freakonomics, the authors point out that when the esteemed economist,...
How to Kill Lead Generation In One Easy Step
I have been flooded recently with an extraordinary amount of sales literature, phone calls and...
The Laws of Lifetime Growth
While I often times reference a book in this blog, it is not often that I actually recommend one....
What Is Your Promise?
Do you make a compelling promise to your audience? Can you tell your potential customers what they...
Jack Trout Blows It
In a column for forbes.com, Jack Trout takes on word-of-mouth marketing (click here to read). Trout...
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