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How To Do Effective Web Marketing With A Small Budget

As entrepreneurship is seemingly very hyped up and very excited, the reality is still that it takes a lot to actually stay afloat with your business (most startups go broke after just five years). As the economy is slowly recovering, there are a few more funding options for entrepreneurs but it still doesn’t mean that they will become successful. Funding …

How To Avoid Sales Mirages

One of the challenges that sales professionals face in the sales process is distinguishing between what looks like a real deal and what actually is a real deal. Think of it as a mirage. It’s not that prospects are necessarily trying to lie or take advantage of you, but people in general unfortunately tend to be unaware. They perceive themselves …

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How To Improve Your Sales Time Management

The presentation today is on time management for sales professionals, and was basically developed while I was running a company that primarily did lead generation outsourcing and sales outsourcing at a very high scale. Click Here for a FREE Download of My Time Management Template Worksheet To give you an idea, in a typical year we would do about three-quarters …

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Is Cold Calling Dead?

I recently put up a handful of videos on cold calling techniques on YouTube. Not surprisingly, I got the usual round of folks who decry the use of cold calling at all and say it’s unprofessional, inefficient and a waste of time. I wanted to put that myth to bed once and for all. Click Here for a FREE Download …

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The Quickest Way to Increase Sales and Profits

“What is the quickest way to increase my sales and profits, and turn my sales around?” This question is by far the most frequent question business leaders and owners have asked me over the last 30 years. I wish there was a magic “create sales velocity pill” we could all take and everything would be fixed tomorrow, but unfortunately it …

Always Start Your Sales Conversations With These 2 Questions

Discovery, to me, is the most important part of the sales process because it’s where the sales professional has the chance to add value. Discovery is not simply a gathering of requirements, but rather a mutual process of expanding knowledge. This makes it very rewarding from a sales standpoint, so I wanted to share with you one of my very …

The Problem With Sales Is There Is No Lifeguard

Recently, I was lamenting to Townsend Wardlaw about a lost sale. Since it tied with his series on sales discovery and How to Win Sales and Why You Lose, by Ian Edwards, I thought dissecting my recent experience is a good way for me to debrief as well. I just lost a sale yesterday, or should I say, I never …

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9 Stages of the Sales Process & Problems You (Don’t) Have

Most of my client conversations, or I should say, prospect conversations, start with this concept of somebody coming to me and saying, “Hey, I have got a sales problem. I have got a revenue problem.” And the topic of today’s conversation is quite obviously, I don’t believe there’s any such thing as a sales problem, and I don’t mean that …

When The Sales Process Ends In “No Decision”

I just met with an old friend who’s a sales guy that works hard making cold calls for a company that has an incredibly tangible value proposition. However, they still struggle with losing deals, and it’s certainly far more challenging than it needs to be for the kind of value that they deliver. I knew he had been having some …

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ALWAYS Schedule The Next Meeting With Your Prospect

I am pretty sure that if I had to pick one topic and one topic alone for the rest of my life, my career, talking about, it would be this concept of scheduling the next meeting. I swear that I feel like I sound like a broken record at times always harping on, did you get the next meeting? Did …