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    They’ll Come Back. Oh No They Won’t!

    February 27, 2012

    As sellers, we’d like to think that customers eventually see the error of their ways. Customers, being the customer, have the right to make bad buys. And they do, whether it’s [...]

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    Who Owns Your Prospects? You or Your Employer?

    February 16, 2012

    This question has come up a number of times as sales reps consider changing jobs. Phrased differently you could ask: Who owns prospects’ info, their digital data, the relationship? Sales [...]

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     Winning Bids: What Your Competitors Don’t Want You to Know

    Winning Bids: What Your Competitors Don’t Want You to Know

    February 10, 2012

    One way to get more sales is to speed up the sales cycle. But when it can’t be shortened, the game is to win the bid competition. Here are six thoughts about getting better at winning the [...]

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    Questions are the Answer: Your Biggest Sales Challenge in 2012?

    February 2, 2012

    What do your customers think? What’s important? Challenging? If you get these answers you sell more, so we ask customers. But their answers don’t help.

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