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Monthly Archives: October 2010
Halloween as a Big Sales Lesson
Jeffrey Gitomer has a video up on his site that explains how Halloween is really a sales lesson in disguise. Some of the take-aways: Planning and preparation. Many people (and kids) plan their costume months in...
What's a Meta For?
I came across this article over at Salesopedia about the importance in using metaphors in a sales presentations (or any communication, really) to help people grasp abstract concepts and remember key information. In the intro, Anne...
Aligning Sales and Marketing Processes
Years of living during more prosperous times caused many organizations to overlook the fundamental role that prospecting plays in the effectiveness of any revenue creation strategy. Now, as this slow, uncertain economy pushes these organizations to...Conversation or Negotiation?
I am still surprised by the number of people who come to us for negotiation training who fail to grasp even the most basic and obvious concepts of the negotiation process. For instance, one of the most...Building a Prospecting Culture
There was a time when sales and prospecting were almost synonymous; it was just assumed that anyone in sales was expected to dedicate a great deal of time to identifying and developing new opportunities. However, more than a decade...Change or Die
The signs of economic uncertainty are everywhere: The US GDP has essentially flat-lined Unemployment is still sky high. While the official unemployment rate is 9.6%, once you add back individuals that have given up looking for work some estimate...