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Pay Attention to What Lasts

There is deafening silence where there was a cacophony of shrill voices shouting down cold calling and singing the praises of what they called “social selling.”

Notice that no one serious about helping people improve their sales results is…

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Why the Factory is Moving South

Running a business isn't easy.

I just watched a video in which the leader of well-known and well-respected brand informed his workers that their jobs would be eliminated in the next two years while the facility relocates to Mexico.

The leader of…

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Heavy Hands

When a boxer is said to have "heavy hands," it means that their punches cause a lot of damage. Some slight, very unassuming fighters possess devastating, knockout power. These heavy-handed punchers beat fighters who appear to be bigger,…

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It Matters How You Sell

Your prospective client will treat you in a way that is consistent with how you approach them.

If you lead with your product, its features and benefits, and focus on the transaction and the price, then your prospective client will treat you like…

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alt text image of a magician dropping discounts into a hat as a metaphor for lower price equals greater risk

Lower Price Equals Increased Risk

The sales team knew that their pricing was very close to their competitor’s price. They knew that their solution was perfect for their dream client, but so was their competitor’s solution. The decision wasn’t going to be an easy one for the…

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