Category Archives: selling

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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I am not a social media expert. In fact, I’m not even sure what that is.  I guess someone may claim to be a billboard expert, or a television advertising expert, but those are usually only the people selling those … Continue reading

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Update 5/6/2015 – you can now download an update of this article and a 24-page tradeshow planner free when you sign up for our email list. I’ve worked a lot of trade shows. Until 2007, I exhibited at 3-4 major … Continue reading

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One of the most important tasks of a marketer is to take the company’s secret sauce – its special blend of products, services, and personality – and find the customers to whom it matters most. This is the work of … Continue reading

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One of the most difficult things to accept about sales is that it’s a numbers game. It can make us feel insignificant and faceless to think that it’s not who we are or what we have to offer, but only … Continue reading

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You know the saying No Pain, No Gain, but here’s a little different way to look at it.  I have been reviewing/refining 2014 sales & marketing strategy for several clients yesterday and today, and the pain or gain aspect of … Continue reading

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Chatty Challenged A long time ago I had a neighbor named Nancy, and she had a daughter named Rebecca. Rebecca was a lovely girl; 12 years old, bright, funny, and sincere. She was also an only child, and had been … Continue reading

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This blog post is one in a series of eight articles that explore the most important characteristics of better leaders. These articles are linked to a Prezi visual presentation, which you can view here. Be the Chief Customer Finder If … Continue reading

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Most business owners approach their P&L (profit & loss statement, often called operating statement) as a zero sum game. They want to know where they can trim spending to have more money left at the end of the month. I … Continue reading

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Nobody walks into a Walmart and thinks she is in Target. She may be looking for the same brand of paper towel or hair color, but she knows which mass merchant’s store she’s in the second those sliding doors glide … Continue reading

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