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Not speaking your language?

Building Relationships

A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this as legal advice. Perfection in a mail order catalog is like infinity...you can continually... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many types of mannequins made of different materials including wood, wax, fiberglass, and plastic. Some mannequins... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead source, and you may not even realize it.Think about it this way, every customer you... Read More


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What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To... Read More

Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of... Read More

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one will think anything of you." At least half of selling is a mind... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied... Read More

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

The Importance of Good Sales Leads

An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline"... Read More

The Email Blow-Off

This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin... Read More