May 17, 2019
What high sales performers do before and in email…
“Email isn’t just a response to a request but a strategic tool that can set…
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May 10, 2019
Are you too brief?
Brevity may be “the soul of wit,” but it isn’t usually the best option in…
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May 3, 2019
Focusing on the wrong things means sales – and customers – lost
My male dog, BC, had a “hot spot” that I allowed him to lick (because…
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April 26, 2019
3 Ways to “Overcome” a Difficult Situation
How many sales people, revenue managers and general managers does it take to overcome a…
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April 19, 2019
Your secret equation for prospecting success
Care + personalization = engagement Personalize your touchpoint. Evoke authentic emotion. Make the next step…
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April 12, 2019
Why offering promotions when you’re prospecting is stupid
Marketing, your Director of Revenue, or maybe even your DOS came up with a “great…
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March 28, 2019
Your Customer’s Experience in a Digital World
It was such a small thing. It was early morning and I asked at the…
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March 22, 2019
They want a proposal. Now what?
“Send me a proposal,” they say. Why? Why do they want you to send information?…
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March 1, 2019
How to Handle Difficult Situations YOU Create for your Client
My flight was oversold and the gate agent needed travelers to give up their seats.…
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February 15, 2019
Stop making these two common HUGE proposal mistakes
What is a proposal? Is it a communication tool to: A. provide specific rates, inclusions,…
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Power Sales Writing