Guest Post: Stay Focussed, Boost Productivity & Enjoy What You Do

For sales people, ‘To Do Lists’ are not a useful tool in today’s hectic, information-rich, competitive business environments. Here’s an alternative: 1. Spend 10 minutes every morning planning the day! We know it makes sense – but we rarely do it properly. Spending just 10 minutes in the morning reviewing our main business objectives and…

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Where is the spotlight? If it is on you, you are not selling!

I was sitting in the best burrito place in Budapest one afternoon. At a table near me, I couldn’t help but overhear a conversation in English, My Hungarian is still pretty weak, so the familiar language caught my attention. In this conversation, an older guy in a business suit was sitting with a young, fresh…

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The bane of the cold call

Many subjects in sales elicit a strong, emotional, binary response from salespeople; none more so than the question of cold calling. Some people swear by them, to this day.  Others declare them dead, obsolete, etc.  How can both of these be right? Like most things in life, “is that good” is too simple of a…

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“Your Price is Too High!”

Early in my sales career, I worked for a promotional products importing company in California that was very entrepreneurial. The president of the company would often get distracted from his core business and pursue a good idea, just because he thought it had potential in the market. Because of this, I had the opportunity to…

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The right sales mindset and success in social media – part 3 of a 3 part series

This is the final installment in a three-part series about the right sales mindset for social media success. In the first blog post in this series, I talked about the importance of being a subject matter expert. The second installment in the series focused on how to position your expertise to help a prospective customer…

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