Tag Archives: Grind

Talk is Cheap, Commitment Counts

Entrepreneurs that are big on ambition and small on staff become singularly focused on the top line, the bottom line, and most of the lines in between! The empire that will emerge in the foreseeable future must make payroll again … Continue reading

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Not My Customer

The classic sales professional dilemma: is that prospect really a customer? Customers and prospects look a lot alike. In some cases, they are indistinguishable. Perhaps, they both requested additional information from the sales professional. They may come from the same … Continue reading

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Service-Based Marketing

Marketing works only when business strategy and execution work together. Ideas are great. Performance is better. And, performance is the manifestation of superior service. Nevertheless, consider that marketing is essentially communication with a business purpose. Communication requires a speaker, a … Continue reading

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Tell Me Your Story

Everyone has a story to tell, but who really wants to listen? Successful sales professionals do! For business to transact successfully, questions must be answered. Consequently, questions must first be asked. A prospect that tells a story opens the possibility … Continue reading

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Storytelling Or The Truth

Storytelling and the truth is more accurate when the subject is marketing. Curiously, children understand effective storytelling at a very young age. Give them a chance to tell a story, they immediately look at the world as they want it … Continue reading

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Doesn’t My Customer Know I’m Busy??

Ever regret encountering the self-serving sales rep? Then, you are probably talking to the wrong vendor. Effective sales work means that the customer received something. Buyers who truly believe that a sales rep is wasting time, not delivering value, or … Continue reading

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