Most people are familiar with F.I.F.O. or L.I.F.O. as inventory control terms … First In First Out or Last In First Out. However, they are also applicable in selling. There are two schools of thought. Proponents of F.I.F.O. would suggest that, in any competitive deal, he who is in first can seal that deal and
I am currently spending some time each week investing in myself. While I am performing a number of initiatives, a big one is upping my game in the referral marketing (sales) arena by taking a course from a gentleman, Tom Gay, who I have known for over 10 years. When he moved to Boise, Tom
Stuck at home in the middle of the Coronavirus has given me the opportunity to do a lot of thinking. Mostly I have been bored but also depressed at the lot of those less fortunate than myself. Maybe this is as good a time as any to just go ahead and fully retire. The idea
Not that long ago I was reading an article on “sales data” that was written by a man who I highly respect … David Brock. As David pointed out … sales has more data points to analyze than ever before. The problem is … are they looking at the right data and are they deriving
The Benefits of Connecting to the Right People
You can use either a shotgun or a sniper rifle. Early on my career, I used the only prospecting weapon that I had at my disposal was … the shotgun. I picked a street and knocked on every door hoping to find the jewel buried in the dirt. Times have changed. I’ve grown smarter and
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