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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 order is …

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Secrets of a Successful Sales Manager

Secrets of a Successful Sales Manager

Without an effective sales manager, a sales team can fall apart. Despite what we might hope for, salespeople don’t necessarily preform at 100% just for their standard paycheck.

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Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota

Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota

Salespeople are often told to “pitch” their products and services. This is ineffective because it leaves the prospect feeling like they were manipulated and ignored. Instead, the successful salesperson should use curiosity; curiosity is an emotion that encourages people to find out more about you or your company.

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Using LinkedIn To Drive Relationships

Using LinkedIn To Drive Relationships

Much has been written about how to find prospects on LinkedIn. There are good LinkedIn prospecting strategies and bad strategies out there in the wide open Internet, but in this article, I want to discuss how to cultivate great relationships with someone that you have identified as being a prospect for your product. You should …

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Top Sales People Want To Work On The Best Teams

Top Sales People Want To Work On The Best Teams

I recently met with one of my clients to discuss the company’s sales team. They had ten salespeople on their team. Five of the salespeople had brought in about 40-45% of the company’s revenue, and two others also brought in about 40-45% of his revenue. A bigger problem, though, was the remaining three that only …

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36 Weeks Before Glue Works, Inc. Purchase Order Case Study

36 Weeks Before Glue Works, Inc. Purchase Order Case Study

The four salespeople are now 36 weeks before the PO from Glue Works. Who will be eliminated and why?

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Explanation Of The Glue Works, Inc. Case Study

Explanation Of The Glue Works, Inc. Case Study

This case study will help you to understand the Trapper selling methodology. This fictionalized case study is used throughout the book Eliminate Your Competition to explain the more difficult concepts.

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Read Every Day To Become An Expert In Sales

Read Every Day To Become An Expert In Sales

In my recent interview with Brian Burns for his podcast, The Brutal Truth, I challenged salespeople to read more. We didn’t explore the content that salespeople should read, though, and this post will dig into that question. Self-development expert Brian Tracy tells us, “If you read only one book per month, that will put you into the top …

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Don’t Negotiate With Yourself! It’s Not Personal, It’s Business

Don’t Negotiate With Yourself! It’s Not Personal, It’s Business

Congratulations! You are approaching the end of your sales campaign with a new prospect. Now you need to put the final deal together. In many companies, the salesperson will have to go through extreme hurdles to allow any special concessions to the prospect. However, in some companies (especially in smaller companies), you only have to …

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