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     In Search of Sales Subtext

    In Search of Sales Subtext

    January 9, 2018

    To win more complex B2B sales, change the phrase “it’s the economy, stupid” —to— “it’s the sales subtext, stupid.” The altered phrase will remind sales reps to [...]

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     30 Reasons Why B2B Customers Didn’t Buy + X to the Nth Permutations

    30 Reasons Why B2B Customers Didn’t Buy + X to the Nth Permutations

    February 15, 2017

    It can get a bit old hearing B2B sales reps discuss why customers bought or didn’t buy. I’m speaking about outsourced services in general, where sales reps compete for large contracts [...]

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     6 Time Zones in Pursuit of a Major Sale

    6 Time Zones in Pursuit of a Major Sale

    August 18, 2016

    A major pursuit in B2B sales is the process of hunting a whale of a contract. Hunting those large dollar, multi-year, behemoths is dictated by a calendar. And that calendar is further divided up [...]

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