Lovin your product — too

Recently, I took the fam­ily to the State Fair. One of the great things about the fair, besides the fried Twinkies and other 1,200 calo­rie per bite culi­nary treats, are the guys that hawk their wares. If you’ve never expe­ri­enced this, it’s like one big trade show for infomer­cial stuff. These guys and gals have their […]

Evaluate Your Sales Equivalent of a Golf Swing

No doubt about it the phone is your most valu­able tool. It is the method of com­mu­ni­cat­ing with prospects and clients. When you think about it noth­ing hap­pens in most sales jobs with­out a phone call.   You can’t build your pipe with­out it and you cer­tainly can’t close with­out it. What amazes me is how bad some […]

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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