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That prospect is so dumb. We have a great product and he just doesn’t get it.” Ever heard or said that before? That itself is dumb. It’s not his job to “get it.” It’s our job to only recommend what they perceive to be great. Tweet this one out: A benefit is only a...
Self Motivation
I’m asked to do interviews every week… podcasts, blog articles, etc. For that I am grateful that others find value in my work. Here’s one that is a bit different, and thought I’d share it with you. WordClassPerformer.com is a site that...
Prospecting
I had never spoken with the well-known sales trainer and author (and former reality TV show host) Victor Antonio. During the launch of the new Third Edition of Smart Calling a few weeks ago he reached out to me and said he would like to review it on his “Sales...
Prospecting
I had a blast with Jason Bay, kicking off the free “Think Outside the Script” prospecting training summer tour last week.It was great to have heard from so many sales pros who attended, saying they already changed the way they viewed, and placed their...
Prospecting
When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders themselves. Upon examination of their methods, processes, and beliefs I often can spot mistakes being made due to belief...
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