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Tag Archives: sales

In Sales Presentations, Change That Noun to a Verb

20+ years ago I was teaching a public Solution Selling workshop in Del Mar, California. I was going around the room, asking each participant what they sell. Most attendees were selling some kind of technology based, B2B productivity improving system to a committee of risk averse buyers. I got around ...

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Generate Sales by Building Relationships

It is certainly true that everything has changed since the arrival of social media. In the beginning of the Web, it was unclear how money could possibly be made through Web page content. But then came AdSense from Google, followed by a rush of competitor programs and people producing good ...

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Building a Sales Process that will Scale

Off the Cuff Instant Interview Question: What would you say is the key to creating a sales process that will scale well? The old saying goes, a good lawyer never asks a question he doesn’t know the answer to…think of a sales process in the same manner. It is imperative ...

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