Author Archive

3 Point Shot – Random Thoughts on Selling #1

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3 Point Shot – Random Thoughts on Selling #1

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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Reflections On My Personal Selling Style

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Reflections On My Personal Selling Style

Anybody who has spent any serious time in sales has developed a personal selling style, that which works for them. I am no exception and, certainly, my style has evolved over time. I spent my first five to seven years in retail and that was followed by B2B direct selling beginning in 1977.

Retail was a great place to start but, try working consistently extended hours, nights, weekends, and a Christmas season in the candy department. ...

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2016 Social Selling App and Article Roundup #7

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2016 Social Selling App and Article Roundup #7

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out!

While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been ...

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How Social Sales Meets Evolving Customer Expectations

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How Social Sales Meets Evolving Customer Expectations

Make no mistake. Buyer behaviors have changed. They are more informed. They will frequently educate themselves about your products and services and will ask their peers for referrals prior to ever calling you. They are also busier than ever and are being inundated by our messaging so, if your message does not stand out, it languishes in their inboxes.

From a selling standpoint, you actually have two kinds of customers: those who are socially connected and those who are not. Socially ...

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Doing What Makes You Uncomfortable Because …

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Doing What Makes You Uncomfortable Because …

I think that I may have first heard this statement in the mid-eighties as a part of my association, at that time, with Dale Carnegie …

“Successful people will do what unsuccessful people won’t do even though they don’t like to do it either”

The reason being is that successful people are motivated by the results whereas unsuccessful people will be hamstrung by the activity. I find this to be uncomfortable and, therefore, I ...

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2016 Social Selling App and Article Roundup #6

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2016 Social Selling App and Article Roundup #6

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out!

While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden ...

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