Category Archives: selling

Today’s blog is actually a podcast — a 16-minute extract from a presentation I recently made on getting the most out of your sales and sales organization. In this section, I share my 10 rules for working tradeshows, and why … Continue reading

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Sometimes I listen to parents complain bitterly about things their toddlers – or teenagers – are doing; things which are totally age-appropriate. If you’re like me, you think to yourself, “as long as you’re a parent, you would have a … Continue reading

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I’m not a consumer jewelry blogger, but this is something I wish every consumer jewelry buyer would know. It’s about how (great it is) to buy designer jewelry. When you buy designer jewelry, your jewelry has a back story Nearly … Continue reading

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It wasn’t that long ago that hashtags were still called pound signs and were primarily used for navigating voice mail, so give yourself a break if you’re still not sure how to use them. Now hashtags are here to stay, … Continue reading

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In the 1980s I cut my Direct Marketing teeth under the tutelage of Hank Johnson and Katie Muldoon, two of the giants of the catalog world. My previous business experience had been entertainment booking and promotion. Marketing in the entertainment … Continue reading

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We all know that responsive is good. Responsive means your spouse is happier than most spouses. Responsive means that your teenager is capable of doing what you ask of him. Responsive means the drugs are working.  Responsive is good. Especially … Continue reading

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It’s not what you sell . . . it’s how you sell it This question came to our StrategyWerx Facebook page this week: I opened my business a year ago and I’m really proud of my work. I have done … Continue reading

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Despite constant study of and reporting about social media sales, there continues to be misunderstanding about how social media really works and what expectations we should have of it.

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Selling is hard. So hard, that unless you know some facts about it, you might just think you’re terrible at it! It may be comforting to you to know that the struggles in selling are real and universal. The good … Continue reading

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I know better than this. I mean, I teach selling skills to sales people in a broad range of businesses, and one of the things I teach is that there are four buyer types: the Gain buyer, the Pain buyer, … Continue reading

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