Beware of "Trendy" Earlier this year, a high-profile business writer posted an article, "The Elevator Pitch is Dead." Within minutes,...
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One Simple Question – The One That Prospects Love
Last year, I was helping a client's sales team in the early stage with a new prospect. The account exec in charge had held two...
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Bridge to Customer Needs
The last conference speaker before lunch was fantastic. He was engaging as a presenter, he really knew his stuff, his material was...
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Guest Post: The Brilliant (and Poor) Salesperson
I'm delighted to have Alex Muehle as Guest Contributor this week. Alex (pictured at right) has a good feel for the buyer-seller...
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Speed of Response: 2 Considerations When Providing a Quote
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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