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The Future of Selling is Already Here

I’m halfway through Daniel Pink’s book, “To Sell is Human” and enjoying it immensely for two reasons. First, it’s the book I wished I’d written. I have all these ideas running around in my head so it’s very affirming to see someone else express similar

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5 Things I learned About Sales from Bass Fishing

At of the writing of this blog, Kevin VanDam is the winningest professional bass fisherman of all time. Known simply as “KVD,” he’s earned just over $6 million in the course of his storied career. I used to think spending the whole day fishing and

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Eight Traits of Great Salespeople

I didn’t set out to have a career in sales. Like many people, I just happened into it. But I stayed with it for thirty years. And for just over half of those years, I was a leader and coach of salespeople which, for anyone

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Twitter for Boomers

Consider this an “intervention” or, at the very least, a public service announcement. This post is for the Baby Boomers who struggle with understanding why anyone would want to subject themselves to public scrutiny via social media. Now, full disclosure here, I am a Boomer

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Selling is Dead

Selling is Dead Man, it feels good to say that! I have wanted to say it for a long time but, you know, when you work for a big company and your business card says, VP of Sales, you have to be careful about expressing

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Too good to be true can still be good

When I was young, I remember my Dad telling me that if something sounds too good to be true, it probably is. Wise counsel, indeed, but it sets you up for failure in one particular way: not everything that looks too good to be true

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National Pricing Shell Game

Having just spent the last 21 years dealing with, among other things, the mess that is on premise national accounts pricing for the wine & spirits business, I feel I have a pretty good handle on what the problems are surrounding this seemingly unmanageable shell

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When Sales Contests Are Bad For Your Business

I recently went to an RV superstore to pick up a few things for my camping trailer. A polite and friendly salesperson approached me and asked, “Can I help you find anything?” When I said, “Just looking, for now,” she proceeded to launch into a

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