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The Impact Equation with Chris Brogan – Episode 1

The Impact Equation with Chris Brogan – Episode 1

Everybody out there in the sales arena or in the online space is looking to have an impact. For some, that means making lots of money for themselves, but for those who are truly in it to be of benefit to others, there are some great opportunities in the modern age. Today’s ...

Keeping Context Lists by Relationship

After your responsibility to develop yourself personally and professionally, your next greatest responsibility is to your ...

Why You Should Take Your Ops Team on Sales Calls

Part of what your prospective client is trying to gauge from your sales interactions is what it’s going to be like to work ...

Peter Drucker for Salespeople and Sales Organizations

Peter Drucker’s most famous quote is arguably, “Because the purpose of business is to create a customer, the business ...

Dialing In Your Great Experiment

Experiments begin with a hypothesis. You have an idea based on your knowledge and what you intuit, and you guess at what ...
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Being Comfortable in the Gray

Most things aren’t black or white. They aren’t either/or. Most things live somewhere in the middle of a continuum. This is ...

How to Make It Easier to Win Back a Lost Client

One of the things that makes it difficult to win back a client you lost through no fault of your own is that it can be ...

Even More on Dissatisfaction in Sales Opportunities

In theory there is no difference between theory and practice. In practice there is. – Yogi Berra Pull up your pipeline ...

Lies of Omission

Most salespeople are honest and ethical. But it’s not so much because the balance of power between buyer and seller has ...
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Value Is In the Eye of the Beholder

End Users Stakeholders For the end-users of your product or service, the value created is that your widgets (whatever they ...

On Dissatisfaction

People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your ...

Stop Mourning the Loss of a Client

You are going to lose clients.

Two Rules for New Entrepreneurs

Rule Number One: You Are In Sales. Sell. It doesn’t matter what your entrepreneurial endeavor is, your primary job at the ...
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Don’t Take Your Foot Off the Accelerator

You’ve got a full pipeline. So full that you’re not sure you can handle all of the opportunities you are certain to win. But ...

How You Learn to Sell

I remember how my old man “taught” me to swim. He launched me into the deep end of the swimming pool. I think I was four ...

Selling Is Persuasion, Not Force

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...

When Little Data Is Bigger Than Big Data

Big Data is all the rage. And with good reason, too. There is so much data being created, captured, sorted, sifted through, ...

On Haves and Have-Nots

Some salespeople have more clients. They have more prospects, too. They make more money, and they get more than their fair ...

My Three Inboxes and Workflow

Those of us that are nerdy enough to write posts like this are really writing them for ourselves. But there are some ...

How to Get Better At Asking

Selling well requires that you ask for–and gain–commitments. We move from one commitment to the next commitment, from target ...

Sales and The First Kiss

I recently found this quote. It won’t mean much to anyone other than romantics and salespeople. But it will resonate with ...
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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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