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Before You Sell Do The Math

This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed... Read More

Lead Generation Sins - 7 Of Them!

I really just don't get it.How can so many businesses be missing the lead generation boat by such a long country mile?Billions of dollars in... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice between you and your competition and having them choose the other guy, have them choose... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. Maybe, maybe not,... Read More


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The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I... Read More

A Pause For Thought

You can have your cake and eat it.What is it that makes the sale of information products so appealing?Is it the fact that the only... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it.... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game."... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know where to begin there is help out there for you. It is time for you... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over... Read More