Having been born and raised in the Bay Area, I’m a life-long San Francisco Giants fan. I remember my father taking us to games at Candlestick Park, where even in the middle of summer, cold winds would blow through the …
How to Determine Your Ideal Prospect
Too many businesses and salespeople waste enormous amounts of time, money and effort trying to sell to “everyone.” Savvy ones, though, focus their resources on their “ideal” prospects, resulting in easier, faster and …
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Seven Sales Lessons My Father Taught Me
Without question, the single biggest influence on my life has been my father. Through his words and actions, he taught me a lot about sales, business and life. On the occasion of his birthday, here are a few of the lessons …
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Five Things You Need to Love to Boost Your Sales
You might not think love is vital to your sales success, but it absolutely is! Specifically, there are five things you need to love if you want to increase your sales. Listen to my appearance on Breakthrough Radio with …
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“That’s Too Expensive”—What It REALLY Means
One of the most common objections salespeople, professionals and business owners encounter is the dreaded Price Objection. While the wording can vary from prospect to prospect, the gist is, “That’s too …
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Seven Things You Should NEVER Do at Your Trade Show Booth
A trade show is a tremendous opportunity to increase your exposure, acquire new leads and even close sales. But when I see the behavior of too many of the people staffing trade show booths, I wonder why the companies …
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