“A wealth of information creates a poverty of attention.” – Herbert A. Simon Read this European phone number to a colleague: +49692877693. How did
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AI can tell you almost everything about a prospect in 30 seconds. Their annual report. Their recent news. Their industry pressures. Their competitors. Their
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Your prospect admits, “It’s a manual process.” You reply, “Does it typically go smoothly? What happens when someone is on vacation?” “It’s a mess!
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A Painful and Expensive True Story “We’re gonna need a big discount…” declared the prospect. “What? Why?” reacted the salesperson, clearly surprised. “In the
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Regarding the role of sales in demos, here’s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little
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A Never Stop Learning! Article Are you or your colleagues unwitting members of the Sales Prevention Team? Many organizations have a “Sales Prevention Team:”
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The Power of Inverted Pyramid! “Half the world is composed of people who have something to say and can’t, and the other half who
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Many sales and presales practitioners say they are skilled at doing discovery – but are they? Here’s a simple method to assess yourself or
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A Never Stop Learning! Article What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business
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A Never Stop Learning! Article about Personal Growth “I believe that there is always something new to learn, in fact, that is one of
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