Success Breeds Success

What hap­pened to the days when you sat down and reviewed ser­vice con­tracts for sales leads? You know, find those accounts you sold that kept renew­ing their main­te­nance because the prod­uct works so well? Nice and easy, you call them up and sell a multi year renewal for a dis­count (they win/you win, the com­mis­sion check […]

To webex or not to webex

I was in my sec­ond sales job (copiers) when my manger took her team to a Zig Zigler sem­i­nar.  At one point Zig drew this on his over­head pro­jec­tor: “THIS!” he pro­claimed, “is THE secret to sales.” As I stared at it try­ing to fig­ure what the hell it was, Zig said: “Belly to Belly”. Good one, Zig.  […]

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