Archive for May, 2017

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How To Sell Something New

Some of the companies you call on want to be on the very bleeding edge of change. They will want first mover advantage, and their default position will be to explore what is new, discover whether they believe it will work for them, and then deploy…

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cut outs are disintermediated

Will You Be Disintermediated

Despite what you have heard, all salespeople are not going to disappear due to artificial intelligence. That concept is being thrown around a lot right now - often by people afraid of selling or totally ignorant of what sales really is. It… Continue Reading
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How to Get More Referrals

One of the very best prospecting methods is rarely utilized. Everyone knows they should be using it, but they don’t. That method is the referral. The people who know you and value what you do, know people who would benefit from buying from… Continue Reading
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