At the 2010 Wimbledon tennis tournament, American John Isner and Frenchman Nicolas Mahut played the longest tennis match in history. Over the course of an exhausting eleven hours and five minutes—spread across an …
Is Flat the New Up?
During a conference at which I was speaking last week, one of the other speakers made the comment, “Flat is the new up.” He was discussing sales trends and saying that companies should look at flat sales as a positive, …
The Worst Thing You Can Hear from Your Customer
It happens every day. You ask your customer about their experience with your product, service or company. Your question is something along the lines of “How was everything?” Their response is a single …
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Eight Ways to Improve Your Presentation Skills
Great presentation skills are a powerful asset for a salesperson. Lousy presentation skills are a serious liability. Even if you have the best product, service, delivery, warranty and price, a poor sales presentation can …
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Rock the World with Your Online Presence
LinkedIn is a powerful sales tool. To harness its potential, though, you need to use it effectively. That starts with creating a great profile. The better your LinkedIn profile, the more likely someone searching for …
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Sales Advice from Aretha Franklin
"All I'm askin' is for a little respect…”—Aretha Franklin The Queen of Soul isn't the only one who wants a little respect. Buyers want it too, and as a general rule, they’ll give their business to the company and the …
