Seduce, Engage & Win Customers’ Hearts

April 15, 2010 / 2 Comments

One of the clear messages coming out of "Riding the Economic Rollercoaster" hosted by the British Swiss Chamber of Commerce this week in Zurich,...

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April 9, 2010 / 1 Comment

I was part of a discussion on "The Wealthy Freelancer" yesterday in which several salespeople were discussing how quickly you should turn around a...

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April 4, 2010 / Leave a Comment

This seems like a no-brainer, but it happens. It really happens. Every day, thousands of times! Salespeople who take phone calls, read...

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March 31, 2010 / 2 Comments

Some of my closer colleagues emailed me with comments to my previous post, "Are You Too Promiscuous?" (Come on, folks, help me out. Why not...

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March 26, 2010 / Leave a Comment

I used to work along side a salesman who used the "spray and pray" approach to prospecting. He would get lists of companies, call the...

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March 24, 2010 / Leave a Comment

I regularly check out the blog of my Fellow Toastmaster and public speaker extraordinaire, John Zimmer. If you haven't checked it out, you...

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March 19, 2010 / 4 Comments

A few months ago, I was working with a corporate client whose sales team's conversion rate was not as high as management desired. We isolated...

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March 11, 2010 / 1 Comment

I got this in my e-post today from Fast Company, and it's bang-on. It's written by Dan Heath, co-author of "Made to Stick." This is yet another...

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March 5, 2010 / Leave a Comment

Did you see the Canada-USA Olympic Ice Hockey Final? Wow! As in hockey, sales is all about the fundamentals. What an awesome game, no matter...

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February 26, 2010 / 2 Comments

I returned from a major industry conference two days ago Was I disappointed! While the networking was good, the presentations overall were......

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