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How I Became a Top Sales Performer (Part 3)
Sales Requires A Process You cannot effectively sell without a process. I no longer use Solution Selling (I went through a few other methods, like Strategic Selling, CustomerCentric Selling, and...
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How I Became a Top Sales Performer (Part 2)
They’re Not That Into You…. People need a reason to buy from you, and for the most part, you are not the reason they buy! My experience starting out in sales was that most of the sales people I worked...
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How I Became a Top Sales Performer (Part 1)
Lesson 1: Sales is NOT about Selling I am fortunate to have had a very successful sales career. But, it didn’t start out that way. First I had to learn the most important lesson in sales: Sales is...
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Introducing the 99 Questions Methodology
How to use 99 Questions to solve your “marketing” problem Senior executives always have unique perspectives about what they think drives successful sales in their business. Perhaps it would surprise...
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Ideation Selling – A New Approach to Customer Development
A television commercial recently produced for the 2014 Jeep Cherokee features Al Pacino reprising Coach Tony D’Amato’s pre-game speech from the movie, “Any Given Sunday”. He says, “…the inches we need...
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