Archive | Sales & Marketing

A Powerful Sales Technique Courtesy of Honest Abe

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Abraham Lincoln was a skilled orator who eloquently wrote many of his own speeches. He mastered the art of interpersonal communications several decades before the term “interpersonal communications” was coined. It wouldn’t be a stretch to credit Lincoln as one of history’s greatest communicators. But of all the communications techniques he so successfully employed, there […]

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Selling to the Four Temperament Styles

Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying […]

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Are You Giving Away Your Profit?

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If you can’t land the customer at the profit margin your business plan is built upon, then that particular customer is not worth having. Think I’m crazy? Run the numbers over the long-term and you will see what I mean. To avoid being in the situation where you feel desperate to get a sale “at […]

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Six B2B Sales Best Practices

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Selling is a complex discipline involving many kinds of activities. Some are customer-facing (e.g., making a presentation). Others are background activities (e.g., researching the customer). In that complex array of activities there are innumerable qualities that make someone a top performer. This analysis focuses on six best practices which can be observed and then trained […]

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