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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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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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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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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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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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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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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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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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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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“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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The Best Jelly Donuts: Bold Pitches Are OK if You Can Back Them Up
On Long Beach Island, NJ, there is an italian bakery, Ferrara’s Italian Bakery, that has a sign outside their shop claiming that they have the “Best Jelly Donuts On The Planet.” This summer, every...
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Sales lessons from a pop song: “Call me, maybe?”
My five year old daughter has been walking around the house over the past few weeks singing constantly, “Hey, I just met you and this is crazy, but here’s my number. Call me, maybe?” Carly Rae...
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Long Sales Cycle? That is NOT OK.
I recently sent a note to an entrepreneur friend of mine whose company is doing well, but I heard thru the grapevine that he needed some help in the sales department – that things just weren’t moving...
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It’s a presentation not a lecture
In sales there is a rule that many sales people know, and that is, “he who talks least…wins.” And of course, there is the old adage that God gave you two ears and one mouth and you should be using...
View ArticleThe risk of being dead right
In order to be a great salesperson and/or a great entrepreneur, you have to have conviction. You have to believe in your own vision, and in your own ability to execute on that vision if you have any...
View ArticleOpen Letter to anyone buying (or actually not buying) anything from a...
Dear Prospect, Good salespeople build their entire career based on one of integrity. We believe, that every step of the way, we should be open and honest with you about our product, about its...
View ArticleWould you buy your own product that way?
Everyone buys things… and everyone has opinions on where they like to buy, how they like to buy, and what makes them buy? Why then… do so many companies forget these experiences when they plan out...
View ArticleYour start-up sales strategy must include an up-sell
Up-selling, despite what some people believe, is not a sneaky or dishonest sales strategy. In fact is is an essential strategy for start-ups. I do, however, understand, how many people can see it...
View Article'Tis the Season for Sandbagging
Its worth repeating my post from last December about the December Sales Problem. December is a hard sales month for companies for several reasons: The month is really only 2.5 weeks long before your...
View ArticleThe Top 5 tips for new salespeople
Recently, I replied to a HARO request for the top 5 lessons for a new sales rep. Happily, one of my items was selected for the article. (Yes, the article is referring to an idea from me despite the...
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