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From The Editor’s Desk

From The Editor’s Desk

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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From The Editor's Desk

I sat once through a sponsorship pitch session conference call where the lead just yammered on about how the prospect could use the product. It was truly a nightmare. Especially because the prospect’s total inclination was going to be “no” from the start. Everyone talks about listening. But few people

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From The Editor's Desk

Internal staff meetings have yet to yield an ROI and tend to kill one. Because they diminish the amount of valuable activity between your staff and the community actually selling the product. That’s why its crucial to understand what the meeting is for, and why. There needs to be a

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From The Editor's Desk

I tend to think of automation as a good investment, if done properly. I’ve been an advocate, simply because it allows multiple conversations with prospects to go on, at different times, without the sales rep being constantly bogged down. The issue is the CRM capabilities, as well as the alarms

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From The Editor's Desk

When you sell to multiple audiences at once, you gain more customers. But you have to service them on an entire exclusive basis, while spreading yourself against other constituencies. This is where a multiple audience strategy needs to exist. How do you make sure that the construction workers enjoy your

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From The Editor's Desk

When an organization which has routinely given away free product tries to stop, they fail. Because they’ve conditioned the audience to think otherwise. This isn’t just a sports problem, but they are the most notorious at it. The taste test theory lends to the idea of a massive free buffet,

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