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From The Editor’s Desk

From The Editor’s Desk

From The Editor's Desk

Thinking into the future, whether it be 10 hours, 10 days, 10 weeks or 10 years, takes practice. We as humans aren’t really expected to play the long game. Especially when it comes to a decade in advance. But forward thinking provides us with opportunities to do so. When you

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From The Editor's Desk

When sales reps network, they should be attempting to gain access to an influencer. Someone who can cause others to buy your product because the influencer helps make the sale. Influencers tend to be the easiest people to gain access to, but rarely get provoked into helping make the sale.

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From The Editor's Desk

Here’s a secret. This blog post was written in September, but released in December. Many of the others were as well, in order to build up a content calendar. The secret isn’t to create something to release it immediately. The goal is to have person often consume something, which may

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From The Editor's Desk

Physically pounding the pavement is nonsense. Because it forgets that without information, you are randomly cultivating what little you have in terms of prospecting potential. Consider what data can provide and go beyond the basics of name, title and other smaller contact variables. Who is this person? Why would they

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From The Editor's Desk

We all expect bad service. We’ve had it so often, in every component of our daily lives, that even getting adequate service is remarkable. People don’t live up to their own standards. To their own brand promises. Because good enough is somehow good enough. This is why consumers are reduced

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From The Editor's Desk

It matters that sales trainers show results through the efforts of the sales staff. It matters that there is evidence of a larger progression. Otherwise, it was a wasted day or week, which is a finite amount of time for selling. Sales staffs don’t react the same to sales training

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From The Editor's Desk

At this point last year, were you as good as you were this year? This isn’t just a metric of sales. This is a metric of learning. The answer should be that you are always growing. Always thinking. Always striving to be better. The day that it becomes old hat,

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From The Editor's Desk

Come at the position from a different mindset. Sell the product from a different slant, or point of view. The greatest story ever told is the story of your life. Because it is original and no one else has experienced that story in the same manner that you have. The

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From The Editor's Desk

Sponsorship decks are typically a crime. There are so many better ways to do it, rather than a tired PowerPoint. Yet, the company won’t spend the money on the decks, or don’t think that it garners any relevance to the sale. That’s troubling in several scenarios, especially because of what

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From The Editor's Desk

I’m not sold on regressive ticket pricing working. Frankly, its still a mystery to me how two Power 5 schools have attempted the pricing, on the recommendations of academics, and failed to account for the human condition. People don’t act rationally, especially when it comes to purchasing a product. Especially

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