A Gift to You – from My Brother-In-Law

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Gift with Measuring Tape and Hammer

How we handle adversity is the measure of an individual – both personally and professionally. In many cases, in the world of small business, one bleeds into the other. It has been written over, and over, and over again: There are constant challenges in business. Being a small business owner, I get it, believe me. There isn’t a day I ...

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How to Determine Who Your Target Client Is

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“We can sell to the world!” Many new business owners have uttered these very words in their excitement to start their business. They have conceived of an idea that, in their opinion, every company or consumer on the planet could potentially buy. Based on this strategy, they go out to just about anybody and sell their wares. We talked about the different phases most companies go through in their evolution in the previous tip on ...

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Do I Really Want to Be a Sales Professional?

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This is the most important tip I can give to anyone who is in Sales. The reason is that there are far too many people who call themselves Sales Professionals but who are not a good fit for the profession. The worst part about this is that deep down inside, they know it. I often hear them saying, “Is this where it all ends for me? Is there anything more?” The root of this problem ...

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Do You Know Where Your Business Comes From?

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One of the most common issues I find with struggling Sales Organizations is a lack of focus. This is a pretty natural occurrence in the whole evolution of a business.

First Starting Out

When a business first starts out, they need to get revenue! They will sell to anyone who might be interested in what they are selling. The size of the account doesn’t matter, the complexity doesn’t matter, the location doesn’t matter – all that matters ...

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How to Get Inside Your Prospect’s Head

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Speed is the friend of Sales. There is definitely something to the idea of the “momentum of a sale.” If you let things languish too long the trail goes cold. Technology has given us some great tools for the Sales Professional. Marketing automation can, based upon your prospect’s behavior, feed them the right information at the right time so when it comes time to sell, they are already chomping at the bit to learn about ...

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