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How to reach a new audience with authenticity

Whether you want to shape thought to influence a business investment or simply educate people on important social issues affecting their lives, the best way to do so is to present the facts, localize messages and integrate those messages.

Here are the top 5 language land mines that can blow up your sale

Some everyday language may seem harmless, but at a subconscious level it may be preventing prospects from doing business with you. These everyday words are either deal sealers or deal stealers.

What kind of experiences are your customers having?

I was working with a San Francisco Bay Area transportation company. The story begins when I entered their lobby for our first meeting. Behind the receptionist desk were these three-foot-tall letters, proudly displayed, impossible to miss: ETDBW.

When should you spend those limited marketing dollars?

What times of year do tourism-related businesses not bother spending their limited marketing dollars? Researchers at Denver-based lodging metrics company DestiMetrics have homed in on a marketing “strike zone”.

Top 4 ways to build your brand with social networking

With a sincere effort to update my statuses daily on LinkedIn, Twitter and Facebook, I can credit my social media efforts for a significant increase in brand recognition and business leads.

Four great sales techniques hidden in "The Big Short"

"The Big Short" provides hope for salespeople who sell a product or solution typically treated as boring or complex, which, with the exception of driverless cars and robots, is most products in my experience.

Why you need these four great sales tips from Jimmy Fallon

I love Jimmy Fallon’s monologue on The Tonight Show. It’s clever and topical. It’s short and interactive. It’s everything a monologue in sales is not.

Salespeople: How to know if a proposal request is a stall

If you get a request for a proposal before you’ve asked the right questions, and before your prospect has shared the compelling emotional impact of what they need to fix and their reasons, this can be a stall.

Salespeople: Are you still presenting like it's 1999?

No matter how great your product or service is, if you’re still using presentation techniques developed before the words “smart” and “phone” became a noun, you are at a distinct competitive disadvantage.

What's love got to do with business?

When you barge into someone’s inbox dropping the four letter “L” bomb, it causes them to roll their eyes and resist your message. Is the “love” word infesting your prospecting emails and business correspondence?

Top 10 super-smart ways to boost an email marketing list

It’s estimated that at least 22.5 percent of email addresses expire each year. Even if that was not the case, you’d still be looking for opportunities to expand your reach and increase your contact list.

How to be a Challenger Seller

Imagine an actor who has trained all his life to play salespeople. Unlike salespeople, actors have a methodology for taking on a new role that might be quite unlike themselves.
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