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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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The pitch you want to give, yet need to create

The pitch you want to give, yet need to create

Every day at a startup has challenges. You know this. That’s why being a founder or a member of the founding team can be very exciting. Having been in your shoes, I find that developing the sales pitch can be both heartbreaking and exciting. Starting from scratch and being ready to take on the world is noble, yet the downside is having absolutely no historical examples to jumpstart the creative process.

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The 5 Basic Sales Strategies – part 5 of 5 – Develop

The 5 Basic Sales Strategies – part 5 of 5 – Develop

This is the fifth and last part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. The sales team should understand which approach they should employ in various situations. 5. Develop …

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The 5 Basic Sales Strategies – part 4 of 5 – Defend

The 5 Basic Sales Strategies – part 4 of 5 – Defend

This is the fourth part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. 4. Defend A defend strategy protects your position from the inevitable assault from your competitors. It almost …

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The 5 Basic Sales Strategies – part 3 of 5 – Fragment

The 5 Basic Sales Strategies – part 3 of 5 – Fragment

This is the third part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. Everyone should understand which approach they should use in various situations. 3. Fragment The fragment strategy is …

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The 5 Basic Sales Strategies – part 2 of 5 – Flanking

The 5 Basic Sales Strategies – part 2 of 5 – Flanking

This is the second part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. They should understand which approach they should use in various situations. 2. Flanking A flanking strategy shifts …

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The 5 Basic Sales Strategies – part 1 of 5 – Frontal

The 5 Basic Sales Strategies – part 1 of 5 – Frontal

There are five basic approaches to a sales campaign. Each strategy will work some of the time. Unfortunately, none of the strategies will work every time. Unless your product is currently unbeatable in the marketplace, you will have to be flexible in the chosen strategy. Frontal Flanking Fragment Defend Develop Three “Fs” and two “Ds” …

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Salespeople Need To Help Buyers With Their Emotions

Salespeople Need To Help Buyers With Their Emotions

I recently read an article that I think mischaracterizes the B2B buying behavior of individuals. The article is titled “Rethinking Demand Creation” and it appears on Demand Spring. The author seems to imply that buyers are making an emotional decision first and then justifying it with logic. I do not believe that is true. It …

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