The Sales
Blog.

Ideas made
to stick.

All Sales People Use Scripts

Many sales professionals claim that they never use scripts and never would. Many take issue with the entire idea of scripting, saying that scripts are

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7 Ways to Name Your Prospect

In the maze of corporate America it is sometimes very difficult to discover with whom you should speak. There could be multiple decision-makers or there

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Marketing Insensitive 2008

I first wrote about “Marketing Insensitives” a few years ago. At the time, I had received a call from a telemarketer offering me some “marketing

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Tips for Closing Business (Part II)

1. If you are giving a sales presentation, make sure to only give that presentation after you thoroughly understand your prospect’s specific problem and motivation

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Marketing Insensitives for 2009

Approximately two years ago I first wrote about “Marketing Insensitives.” At the time, I had received a call from a telemarketer offering me some “marketing

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