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Increasing Sales Velocity
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The Seller's Paradox
When I conduct sales training for executives and sales teams, I typically finish with the valuable thought: "Stop Selling! If you feel like you're selling, you're doing something wrong." I call it The Seller's Paradox.
The Problem With Goals
I’m a big fan of quotes, and I’ve got a love/hate relationship with goals. So the two collided when...
Uncovering The Real Power of Brand
As I’ve written before, “Brand” and “Branding” are words tossed around in a variety of ways. For...
So, What Are You Going To Do With 2013?
Welcome to 2013! Now, what are you going to do with it? As the famous quote says, time is the great...
Coffee Is For Provokers
One of my favorite movies is Glengary Glenn Ross (based on David Mamet’s play). In it, the most...
How To Stop Overcoming Objections & Double Your Results
Walk into any bookstore, or read any sales oriented magazine and you'll see the primary focus on...
Why Your Forecasts Are Always Wrong (Find & Eliminate the False Positives)
The underlying system of sales is designed for failure. This is supported by the way companies...
Simon Sinek Is Wrong!
I'm a big fan of Simon Sinek's concept, Start with Why. I even shared his TEDx presentation on this...
The Pull of Commoditization: Good news & bad news
The bad news first: Gravity is against you. The gravitational pull of commoditization is constantly...
Are Apple's Days Ending?
There's an interesting article in USA Today about Apple's future. The author, Michael Wolff, cites...
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