Author Archive | Jeff Thull

Building Your Business Through Quality Referrals

For a few exceptional sales professionals, a well-stocked pipeline is a reality. They have been able to achieve a continuous, seemingly effortless flow of new prospects and customers, all while investing less time on cold calls. What is their secret? They have the ability to get a high percentage of their business from customer and […]

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Avoid Drawn Out Sales Cycles and Win Quality Business

Customers are rarely to blame for long-drawn out delays. Instead, it is salespeople themselves who are the biggest contributors to the delays they find so frustrating. Paradoxically, it is the eagerness to move the sale along that leads them into the trap of prematurely presenting solutions for problems their customers don’t clearly recognize they have.

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What is a P.R.I.M.E. Resource®?

Leading thinkers in business are discovering that the traditional strategies of differentiation through product, price and service are not nearly as productive as building a solid base of steady customers who look upon them as partners — partners who seek to establish P.R.I.M.E. Resource® relationships with a smaller number of key suppliers and do whatever […]

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Sales Self-Sabotage: The Cause and the Cure

No sales professional in their right mind would sabotage their own sales intentionally. Nevertheless, self-sabotage – the act of undermining one’s own credibility and alienating the very customers and prospects we count on for our livelihoods – occurs with dismaying frequency. In this article, I’ll focus on how to solve two sources of self-sabotage that […]

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5 Critical Skills for Sales Success

The Hippocratic Oath of a physician -“First do no harm”- is at the heart of the thinking of the most successful sales professionals. They believe that their success will come from taking care of their customers and helping them become successful. They approach their customers thinking, “How can I help them succeed?” rather than “What […]

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