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dave@davewakeman.com
Washington, DC 20008
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selling

Man or Machine?

  Both marketing and selling are about the same thing, a transfer of emotion. For a lot of entrepreneurs and executives, it can become pretty easy to get caught up in the belief that the idea will sell itself. Yeah, right. The thing about ideas is that there are tons of them. Some good, some […]
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How does your sales process look?

  One thing I get a little confusion on from time to time is how different B2B sales are from B2C. In my opinion the prospecting parts of the process can be somewhat different, depending on the item, but the sales process shares more similarities than differences. Here’s a primer for how the sales process […]
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Why You Need To Sell With A Marketer’s Mind…

  I’ve spent a lot of time thinking about accelerating the sales process lately. Because I feel like too many sales are dying needless deaths because we’ve bought into a bunch of bogus statistics like: “Buyers are 69.32756918% to a buying decision before they “engage” with a salesperson.” (I made it up, but you don’t […]
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