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“More Sales | Less Time” [Book Review]

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“More Sales | Less Time” [Book Review]

The fact is, time is your biggest enemy in sales or, for that matter, any other vocation. While it is finite, it’s not that we don’t have the time necessary to do the job. The problem is that our time is either being wasted or it is being sucked away by the wrong tasks and focuses.

It’s not all of our fault. We come from the factory pre-programmed to ...

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Other Things Equal, Extreme Selling Competence Leaves Competitors in the Dust

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Other Things Equal, Extreme Selling Competence Leaves Competitors in the Dust

Knowledge superiority can provide a competitive selling edge but, it’s notably capable selling skills that will catapult you over the competition, even if the competition knows more and has been in the business longer.

Personal growth associated with developing selling skills isn’t about reinventing the personal you, the self you know and may very well prefer. It is about developing some selling-related behaviors to be applied when circumstances challenge. The bricks and mortar, habitual behaviors:

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How I Work It – Social Selling with Scott MacGregor

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How I Work It – Social Selling with Scott MacGregor

With a grateful nod to Heinz Marketing, Lifehacker, Inc. Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”.

I try to watch and emulate others and you probably do the same. There is a lot of confusion, particularly with B2B, regarding how to implement social selling. Our hope is that these ...

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5 Things You Should Know About Your Target Customer to Close Deals Successfully

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5 Things You Should Know About Your Target Customer to Close Deals Successfully

We’ve been connecting businesses with the help of cold emails for more than 3 years at RightHello. During this time, we have learned that getting new leads and closing deals is all about personalized and target-centered communication.

Plunging into sales without knowing your target customer properly is a huge risk. It can result in getting no deals, or not getting the best ...

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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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