As someone who makes my living speaking and training on sales, I am, of course, a member of the National Speakers Association. Which means that last week I was in Indianapolis for the 2012 NSA Annual Convention. More …
Is Price All That Matters?
Too many salespeople, professionals and business owners labor under the belief that customers are only looking for the cheapest possible price on everything. As a result, they undervalue what they sell, discount when they …
How to Stop Selling to the Wrong Prospects
If your sales aren’t what you wish they were, odds are you’re wasting too much time and energy on the wrong prospects. Who exactly are the wrong prospects? And how can you make sure you’re not wasting your sales efforts on …
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