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The Irony Of The Sales Expiring Discount
The Irony Of The Sales Expiring Discount The Fall has arrived, and sadly, I’ve managed to mangle one of my favorite sweaters. It’s a merino crewneck sweater from Banana Republic - that I accidentally threw in the wash with the rest of my clothes - washed, dried,...
Consensus Selling to the 2020 Remote Consensus Buyer
Consensus selling is hard. Consensus buying is hard. And when everyone is remote, both are infinitely harder. I’ve been preaching that. I’ve written about “Remote Buyer Bias”. Then...it actually happened to me. I’m working with a prospect on a program that includes...
What Is Success? In Life, and In Sales…
If you’re reading this post, I would argue that you are likely interested in having a purpose in life. To take it a little further - you are probably actuated by having a purpose for your life. Am I right? I mean, my shit isn’t that exciting to read on its own. You...
Your email subject lines? They don’t matter.
Your email subject lines? They don’t matter. I’m not a prospecting expert, however, I do know how an exec looks at their inbox. As a guest on a recent edition of the "Daily Sales Tip" podcast, here was a quick, three minute tip on empathizing with the executive...
Sales History: The Sales “Drummer” and “Bagmen”
Do you know where the term “drumming up business” came from? How about “carrying a bag”? They both came from “drummers” and “bagmen” - the salespeople from the 1800s. A few weeks ago, while up in Wisconsin, the distinct sound of the song “the entertainer”...
When Did Sales Cold Calling Begin?
When did sales cold calling begin? As of today...right now...if you were to Google, “when did sales cold calling begin?”, an article comes up which is wildly incorrect. It drives me insane...so today, let's get at the truth to this question. When did cold calling...
Surprise & De…De…Dismay? The Path To Dirty Revenue
"Surprise and Delight" marketing. All the rage a few years ago, to the point where you would think you would be experiencing it all time. Instead, "surprise and dismay" seems to be much more prevalent. I ordered a book of 40 paper checks for my business. $49+ for...
The Sales Profession Mattered – And Can Again Today
The sales profession truly mattered 105 years ago. It can again today. 105 years ago this week (9-14 July, 1916), 3,000 sales professionals gathered in Detroit, Michigan for the first sales conference of its kind - The World Sales Congress. The marquee keynote? US...
Sales History: The Odd (by today’s standards) Methodologies of the Early 20th Century
If you've been following along with my Sales History nerdery, you've read or heard me talking about some of the stories, pioneers, perceptions and education in the sales profession’s past, but today, let’s get weird. Today, we’re going to discuss the prominence and...
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