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Posts about

Sales (12)

Successfully Hiring In Business Development

Potentially good news for the economy. A recent article in the Wall Street Journal, reports that "More small businesses plan to hire in the next six months than those that won’t, with demand strongest in sales and marketing, a new survey shows." Interestingly, 48% of those planning to hire are focusing on sales and marketing jobs. My hope is that these businesses hiring realize that people are one (critical) part of a successful growth effort. My fear is that these businesses will overestimate...

Marketing Defense vs. Attack

There is a tremendous difference in strategies, tactics and the overall approach used by companies...

Making August Productive

It feels like yesterday when I was saying goodbye to 2010 and hello 2011. In the blink of an eye,...

Sales Is Hard Work

Last week I wrote about how the counter-intuitive idea is often the right one. Yesterday I read one...

Can You Hire Salespeople?

Have you ever noticed that conversation topics tend to occur in bunches? This week the conversation...

It's Not A Salespeople Problem

With increased frequency I'm getting requests from owners, CEOs and VP's asking for recommendations...

Avoiding The Biggest Sales Mistake

The biggest sales mistake B2B salesforces make is focusing on process when they should be selling...

No Shortcuts

As much as I would like to tell you about a short cut to resonating with your customers and...

Pricing & Safety

A very common challenge for salespeople occurs when a prospect starts asking pricing questions too...

Don't Be A Pigeon (Why Selling Is Dead)

Traditional selling techniques are no longer effective in the twenty-first century. A study...