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My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.   Only the winner of the …

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How to write the ideal cold sales email to generate more meetings

How to write the ideal cold sales email to generate more meetings

The good folks over at Cloudura.ai published this post. It was so good that I wanted my readers to read it as well. With their permission, I am reproducing it here. With over 4 billion email users worldwide, it is no surprise that cold emailing is at its peak right now. On average, a regular email user …

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Are You Able to Make Small Talk?

Are You Able to Make Small Talk?

Casual conversation or “small talk” helps you sell yourself, which is frequently the most essential thing that you have to sell. If you have read my book Eliminate Your Competition or you have read much of the pages of my blog, you know that I frequently talk about the importance of selling three different things: Your product …

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Going From Enterprise Sales Manager To Startup VP of Sales? Velocity And Focus Are Your New Normal

Going From Enterprise Sales Manager To Startup VP of Sales? Velocity And Focus Are Your New Normal

The next in our series “Skinned knees—what an MBA didn’t teach you for rebel sales in a software startup” where we discuss your promotion from individual contributor to leading a team. Is it for the faint of heart? Navigating the move from enterprise executive to startup VP of Sales or Chief Revenue Officer is not for …

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Five Habits of the Best Salespeople (and how they differ from their underperforming peers)

Five Habits of the Best Salespeople (and how they differ from their underperforming peers)

Are you doing things every day to make you a successful salesperson? Are you following the best practices of top salespeople?

For managers, do you know which traits to encourage in your reps? Do you have a plan to make them better by pushing them in the right direction for success?

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As Mark Cuban says – the market size is almost immaterial

As Mark Cuban says – the market size is almost immaterial

There is one consistent sign that the entrepreneur is going to be rejected by the Shark Tank panelists. It is when the founder starts to talk about how massive the market is for their product. Mark Cuban is usually the first to pounce on this aggressively, and often it is his reason for not funding the startup.

Nothing else matters. Just go sell something.

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Selling without being sold

Selling without being sold

Salespeople excel when the quality control of the product that we sell is fantastic. This means we don’t need to cover for an overdone or under-seasoned dish (or outside of the restaurant world – a product or service that was not made to par). We can focus on other high-value activities that add continued relationship value to our customers.

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Finding the right channel to the market

Finding the right channel to the market

This post is primarily for my peers as sales leaders in startups in the software market. If you are like me, you probably have years of experience selling for great companies where you refined your sales skills. You were a front line and second line manager for several years. You may have also helped some startup companies that didn’t really ever start.

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