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Lead Generation

Which sales practice should you beware of?

The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. ...

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Sales Reps: Do the Right Thing

For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s who write textbooks often have about the ...

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The “HAIL MARY” Sales Mentality

“They haven’t called me back.” If you’ve worked around sales much, you know this is probably the most common response to the question “Where are we at with prospect ABC?” This kind of response lands at my feet with a thud, like a bag of rocks, when given to me ...

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Sales Promises versus Fantasy

The request for quota predictions brings fear into the hearts of novice salespeople, particularly those new to the profession. It brings to mind the game of ‘Truth or Dare’ along with ideas for minimizing the damage that could potentially take place. Every new sales employee is shocked to learn that ...

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