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The Controversial Dead File Tactic
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Okay here is a different approach to moving old customers into taking action, yet, it is controversial and is a whether bold initiative. Let's set the stage as to why this ...more »Sixteen Words that Motivate Buyers
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You already know I'm big with word usage. The words you use can create a connection between you and the decision maker quickly. In fact, you need to understand word ...more »Mindset Shifts for Understanding Your Customer.
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An interesting point of view is - what is your point of view or reference when listening to your customers? Are you only listening for things that fit your agenda ...more »Three Things Your Don’t Do in the First or Second Meeting
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I keep watching b2b sales people continue to shot themselves in the foot and admire their marksmanship rather than not shooting themselves in the first place. There are several things ...more »Five Problems We Share with Our Customers
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Just thinking about issues and problems our customers are experiencing and then realized most of the b2b sales people have the same issues or problems confronting them on a daily ...more »Four Signs You Need Training or Coaching
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Every once in a while I notice some b2b sales people who believe they have arrived and no longer need to go to any form of training, sales development or ...more »Ten High-Risk Triggers Impacting a Customer’s Safety
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I have shared the fact that Corporate Customers are all about Safety and Security. They base their decisions upon the degree of risk assumed to be in play when dealing ...more »Are You Self-Focused or Customer-Focused?
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Recently I attended a sales workshop - even the people who teach go to learn more - and one of the topics emphasized during the session was title question -Are ...more »Top Ten Reasons B2B Sales have Communication Issues
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I guess I have been watching too much David Letterman with his famous top ten lists. However, the purpose of his lists are to create humor and laughing. My list ...more »One Thing a B2B Sales Person Must Know
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Just like the character Curly in the movie "City Slickers" continued to ask people - what is the one thing? Well, b2b sales people seem to very curious as to ...more »Buy B2B Sales eBook by Voss
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