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What’s the Future That Has Already Happened In Your Business?

January 16, 2018
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One of my favorite Peter Drucker ideas is the concept of the “future that has already happened.” In thinking about driving revenue and market share for your organization, it is pretty much a necessity to spend some amount of time reflecting on what is really going on around you. It is pretty evident that […]

3 Ideas That Will Really Push Your Marketing And Selling Forward…

January 15, 2018
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One of the challenges that any salesperson or marketer encounters is the need to constantly evolve and grow. Somewhere along the line, our culture seems to have set two ideas in motion that contradict one anther: That you should be a lifelong learner. That our jobs are fairly stagnant and that once we have […]

The Truth Is That Everyone Is In Sales…

January 14, 2018
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This conversation first came up about 10 years ago when my friend Adam introduced me to another friend that was in sales. He said, “I dream of writing a book that is titled, ‘Everyone’s a Salesperson.'” I’m not sure if this colleague ever wrote that book, but I am pretty sure that the sentiment […]

Don’t Sell A Commodity, Sell Something Unique…You!

January 13, 2018
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Two ideas that have been at the forefront of my thinking over the last week or so are “The Differentiation Gap” and High Impact Modern Selling. Both go hand in hand. “The Differentiation Gap” being a simple concept that describes the difference between the way you see yourself and how the market sees you […]

Are You Making High Impact Selling Decisions?

January 12, 2018
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A brand I’ve been playing with lately is “High Impact.” I’ve got a few “High Impact” strategy workshops in the works including a “High Impact Selling” workshop that I am working on putting together in London in March. That said, I have a question for you: “Are you making high impact selling decisions?” How can […]

There Are Really Only 4 Objections…

January 11, 2018
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I’ve spent a lot more time writing about sales topics than I typically do, but I’ve begun to see a need for more and more sales topics to be covered. Mainly this has popped up as a topic because so few people are getting the real skills they need to be successful as sellers […]

10 Ways To Make More Sales In 2018

January 10, 2018
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I’m playing with a new backend for my blog to help me reestablish the ability to auto publish my blog to Twitter. As a way to ensure that this thing works, I’m going to give you a quick bonus post with 25 ways to make more sales in 2018…just spitballing here. Brainstorming in action: […]