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The Sales Lie I Wish Was True

“Cold calling is dead.” If you’re around sales people, you hear this sentiment a lot. You hear it at the water cooler. You hear it at networking events ⎯ it’s frequently a thesis statement for blogs and articles. And maybe it’s true. After all, you’ve been in sales for six years, and you’ve never closed […]

How Selling Killed Your Sale

How Selling Killed Your Sale

            You know the time-honored formula: You prospect You get a lead You follow-up on the lead You get the appointment with a decision maker You pitch your pitch You don’t get the sale Oh no! What happened? You tried to sell them. While there are myriad ways to kill […]

Why Do We Sell with Pictures?

Why Do We Sell with Pictures?

One of the most important things you can do in selling is to communicate visually whether it telling powerful stories, using analogies or writing sketches using a whiteboard.  The reason for using pictures in your selling or marketing strategies is key for some very important reasons you may not have previously considered. Belief:  People have […]

Don’t Get Shifted On

Don’t Get Shifted On

Sales have changed so much over the last 30 years that people that have not made the adjustments seem to be struggling unnecessarily.  They are not using the changes to their advantages. Yes, there are 5 times as many mediums coming at your target clients, yes there are 5 times as many businesses going after […]