Sales Strategies

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How Entrepreneurs can get Better Referrals Every Time!

 Over the past couple of weeks we’ve talked about the value of better referrals and building your referral network. These strategies can help you decrease your cost of sales, increase your time talking with qualified prospects, and, ultimately, create a valuable network for clients, partners, and future customers. So how…


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How Entrepreneurs Can Think More Strategically Every Day

Remember, as entrepreneurs, we are responsible for both developing strategy and implementing it. As a member of the leadership team, we must remember that we should have bias towards action. Moving forward, we focus on a ready, fire, aim strategy framework. As entrepreneurs lack of progress for extended periods of…


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How To Call on High Status Prospects

Salespeople often have mental blocks when it comes to prospecting. Low self-esteem and feelings of inferiority leading to the fear of rejection make some salespeople tense and uneasy about calling on prospects that they might feel are “better” than they are, socially or economically.  These salespeople will not call on…


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How to Leverage Your Business Systems for Better Results!

What value do business systems have when your build a successful business? How do these systems help you better manage your business for success? How you can use business systems to make your business more attractive to potential buyers starting today?


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How do You Increase Your Business’s Value Drivers?

What are the key value drivers for your business? With the continuing economic uncertainty, I’m often asked how I help find great businesses to acquire. What are the ways you can make your business stand out from the crowd? As more baby boomers begin to sell their businesses, it becomes…


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How Can Entrepreneurs Discover and Develop Their Next Great Rainmaker?

What do you think it takes to be a successful rainmaker?  What qualities do the best business development people all share? For many of my best clients, finding and developing a great rainmaker is critical to their organization’s success. So how do you identify this key leader for your organization?


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How Can Superman Save Your Marketing?

How would you like to have 170 million dollars in your bank account before your new product even launched? Well, if you’re the new Man of Steel movie you’ve already raised $170 million in brand partnerships before the movie even appears in the theaters. Talk about having star power!


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The Seven Secrets of Sales Success

There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these principles is virtually guaranteed to move you to the top of your field.


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What Did Mom Teach You about Success in Life and Selling?

Why do we fail to sell potential clients? Why do so many great deals fall apart before the end?  What’s the elephant in the room that’s keeping your life from taking off? In a word, it’s trust.  I think it’s easy to say, but not so easy to understand.  Since…


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Can Iron Man Help Make Your Clients a Superhero?

Iron Man 3 debuts this Friday at the Movies. What marketing lessons can we learn and apply from this marketing juggernaut?  What can we learn about differentiating our business in a crowded market from Tony Stark? How might we apply Iron Man’s marketing magic to our business development efforts?  I…