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February 11, 2018

Stop sending proposals that don't lead to sales!

December 4, 2017

This is an except from a blog by Ian Altman - it is just too good to not share.

What If It Actually Is About Price?

I’m covering this section just to be polite. I promise that it is almost never about price. But, if it is, here is what probably went wrong. You jumped to...

November 21, 2017

We all know first impressions count.  Experts, and our own experiences, tell us a key to landing the deal is having and demonstrating genuine empathy for your clients. Yet many sales people don’t complete one simple task that can demonstrate empathy. 

It’s a no bra...

August 29, 2017

Follow-up notes are a massively underused and undervalued sales tool.  A good follow-up note will set you apart from your competitors.  Many CIO and CEO’s have told me that they are astounded by the number of sales people who don’t take notes, and don’t send follow-up...

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July 22, 2018

November 23, 2017

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