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“Building a Business” means something very different to me.
I saw this post today on VentureBeat about free courses being offered by Stanford to “Build Your Business” Scan the list… NOT A SINGLE COURSE ON SALES! It doesn’t matter how much “cryptology” you use,...
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Damn You Kevin Costner
Ask most people what the key line is from Field of Dreams, and nearly everyone will say: If you build it, they will come. On a near regular basis, I talk with people who subscribe to this methodology....
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My Book Available NOW on Amazon
I know that I’ve been very lax on new posts here – but its been for good reason. First, because I’ve been hard at work at FunnelFire – which is moving along very well. Second, because I’ve been...
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Your fonts need to match if you want to fool me
I believe in sales karma. I don’t like it when people just blatantly ignore my emails or requests for meetings and I’d rather they just simply reply NO. So I’m very careful to never simply ignore...
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Land mines: Make Your Pitch Continue to Work After You Leave
I recently was a featured speaker at a SalesHacker event at Projective Space in New York City, and while I spoke about many topics from my book, I spoke for the first time about the topic of sales land...
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Never vomit on your potential customers
While it may seem obvious that you should never vomit on your prospects, its a very common move that sales people make. No.. I’m not referring to actually spewing your chewed Shakeshack burger onto...
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Social Tools Are Making People Less Social
Several years ago I joined an internet company as a sales rep, and in about 3 months, I became the top salesperson. At the national sales meeting, one of the other reps came up to me and asked how I...
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Always Do Right By Your Prospects – It’s a LONG career
Last week, out of the blue, I got a message from a woman who wanted to meet with me to discuss some potential business partnerships with QuotaCrush. But this story actually starts much earlier. Ten...
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Known-Quantities Are GOLD in sales hires
Hiring salespeople and sales leaders is one of the toughest challenges for any start-up – actually – for ANY company. It is very easy for a sales person to look good on paper – and especially for a...
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“Social Selling” is not a new concept
The term “Social Selling” has always been a puzzlement to me. Why? Because “Social Selling” is what selling ALWAYS WAS AND IS!? The best sales people for the past few centuries have known that in...
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