Fix the Right Sales Problem

Fix the Right Sales Problem

For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...

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Getting the Most from Prospect Meetings

Getting the Most from Prospect Meetings

It’s not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever walked out of a meeting and wished you had achieved a better outcome, gotten further into the discussion or secured better next steps? We call this “the...

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Consistency or Else! Stories of Lost Sales

Consistency or Else! Stories of Lost Sales

Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her...

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