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Super easy steps to a great 2017 sales plan

If you haven't already done so, you should start thinking about your sales goals for 2017. You can't just set them and forgot them.

There is life beyond the "corporate selfie"

Remember getting cornered by “that guy” at a networking event who went on and on about himself immediately after being introduced? Bad news: You may be “that guy” if you’re still opening with a corporate overview like this.

Here are the real reasons you hear price objections

Your value is infinitely more important than your price. If prospects can’t see the value, they are going to use the one measure that they can see—your prices and fees.

Why you should pay attention to "Centennials"

Step aside, Millennials ― you’re old news. You’ve grown up and right out of the trendsetters demographic, and smart marketers need to get up to speed on what’s next.

Fairness isn’t always on the menu

Not having just coffee at a coffee shop or just a burger at a burger joint is no crime, of course; it is, however, most assuredly short sighted. We should never forget where we came from. Too bad in banking those roots are often obscured.

How to avoid the same lame sales questions

Stupid questions anger and waste your prospects' time. Lame questions close doors and opportunities. Lazy questions destroy your trust and credibility. Continuing to spout the same-o-lame-o questions is a recipe for disaster.

Stop the mindless sales email madness!

Which do you think is going to get a prospect's attention and deliver more impact: A self-centered sales pitch that’s all about you or a powerful email that shows you understand their problems, challenges and issues?

What to do when the competition is “do nothing”

Don’t show up unprepared to meet your biggest competitor: the status quo. Meet your competition with confidence by applying these three steps before your next presentation or demo.

Think your marketing plan is complete? Think again.

Your business has just launched a multi-pronged marketing campaign. It’s a sure-fire winner. But have you forgotten to include a key element? If an integrated public relations effort isn’t part of the plan, there’s a good chance you have.

Top five solutions for the summer sales slump

Many people do take vacations in the summer ― a week or so here and there. But they are still working the rest of the time. Even if your particular business slows down during the summer months, that doesn't mean you throw in the beach towel and take a selling siesta.

How to be an intentional salesperson

In sales, we want to make a strong impact on our audience as well, yet rarely do we think beyond our words or slides.

Five easy ways to establish your brand’s thought leadership

Thought leadership is no longer a nice-to-have strategy; it's now a necessity as part of your public relations plan.
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