Latest from The Sales Blog

wood stove with stacks of wood

First Wood. Then Heat.

There is this old cartoon I keep around to use in some slide decks. In the picture, a man is standing in front of a wood burning stove. The man is saying to the wood burning stove, “Give me more heat and I will give you more wood.” The stove…

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piggy bank squeezed in a vice

Cheap Is Expensive

People believe that the way to determine whether something is cheap or expensive is to look at the price, oftentimes comparing the price of one offering with a similar offering. While price can sometimes be a factor, it generally has less to do…

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woman on a phone

The Truth About the Phone

There is a certain variety of anti-cold calling charlatan that hedges their statements when they disparage cold calling. They’ll say that it is dead, that only a fool or a dinosaur would interrupt their dream client, and that no one answers the…

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