Archive for July, 2014

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How to Lose a Deal

  1. Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length…
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The Invaluable Nature of Mistakes

I was a better salesperson before I was given my first job in sales. I just tried to get people to meet with me, some did, and some gave me good opportunities. Then my manager made me a full time, outside salesperson. The company armed me with a…

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The Truth About Social Selling

The truth about social selling is that there is no such thing. Social selling is really marketing.

You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients.…

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