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There are certainly a great many messages that get ignored. We tune out what is irrelevant as a way to simply survive the noise and to focus on what is important. However, one gesture that gets attention and is extremely high value is to make introductions that lead to deal
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When we discuss sales strategies with clients, there's commonly a misnomer about what options are available. We live in an attention-starved world full of information and glamorous messages that cloud our thinking. The reality is that for B2B Professional Selling, especially of professional services, you don't
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Money is flowing every day. Deals are made. People pull out their credit cards continuously to buy what they want. We don't have to create demand as much as we need to sell things that people want to buy and make it easy for them to do so.
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Manners matter. We know that interrupting people face-to-face is rude and can be quite embarrassing. Our social norms make it too risky to attempt to force our agendas and wills upon people we encounter in person. However, with distance and virtualization, there are still the unimaginative souls who persist in
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Lunch was the way business got done. But it's not the way of the world these days in a connected economy. A few reasons people don't want to meet you: * It's going to take 3 hours. Maybe an hour lunch, but fighting traffic, getting
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It is expensive and difficult to market your business with advertising and low conversion strategies. If you believe that business is ultimately people, then consider growing your business by paying attention to the connections you make. One growth hacking habit that can pay extreme dividends over time is to focus
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Selling your products or services today in an overcrowded, inattentive marketplace has a high degree of difficulty for sure. You may have the best offering, but what does that mean if you can't connect and get people to pay attention? If you break down sales into channels and
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https://flic.kr/p/pdmryQ As you are growing your business, ultimately it comes down to how much value you gain and add to other people. The more value you add by being valuable, the more your business grows. Unfortunately, most people are just looking for the money without realizing
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https://flic.kr/p/egsmCb You may not have big data as the likes of Wal-Mart online or Amazon. However, if you don't understand your data set from how customers buy and engage with you, then your selling efforts can be highly wasteful. You could be working on
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If you notice there's a weekly business cycle. Try getting someone's attention on a Monday morning and you will find unreturned calls and a frenetic pace. Now try touching base with people on Friday mornings and you have a much more relaxed conversation on the phone.
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IBM used to train their salespeople with the BANT method: Budget Authority Need Timing It's still an excellent framework to ensure you are selling to people that can say, "Yes!" However, that last item, "timing," is a big variable today. We work within much
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The power law is alive and well. If you have not figured it out already and are one of those souls insisting in a flatter, linear and evenly distributed world, your aspirations might be highly elusive and frustrating. For whoever has will be given more, and they will have an