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Nov 26, 2015

Thoughtful Thursdays – Eliminate the noise

Do you hear that? It gets in the way of doing your job and consequently lengthens your sales cycle. Still can’t hear it? It causes you to do the same thing twice and three times over. Listen closer. It decreases… Read More

Nov 19, 2015

Thoughtful Thursdays – On sales persistence, twice again

The below thought was originally posted about four years ago and re-posted almost two years ago. I was reminded of the topic during a client meeting this week. The subject is a common one with my clients and… Read More

Nov 12, 2015

Thoughtful Thursdays – The hidden influencer

Today’s sales thought is about the hidden influencer. The hidden influencer is the external force that derails all your sales preparation and value building sales processes. The consequences of input from the hidden influencer to your… Read More

Nov 5, 2015

Thoughtful Thursdays – Customer service

Todays thought is about customer service. As a sales professional customer service is and integral part of your job and is arguably the most important part. I was having lunch with some friends the other… Read More

Oct 29, 2015

Thoughtful Thursdays – Price objections?

One of the most common sales “problems” that my clients face is the price objection. No kidding! Really? Everyone is looking for the best price, I am no exception. If a seller is prepared to lower their price,… Read More