A Letter To A Channel Partner

Customers are becoming increasingly distrustful of sales people. I’ve written about this before. Why? Because everyone is a skeptic…especially in today’s world of MASSIVE access to information. They just don’t believe you, and won’t until they have decided for themselves that what you are selling can do what is needed to solve a problem they […]

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Curb Your Sales Enthusiasm

Ever meet a great salesperson? What trait in their personality struck you? I would be surprised if ‘calm demeanor’ wasn’t on your list. Look, I get it…sellers typically have a bad rap, and it’s primarily a reflection of really fantastic marketing about the image of sellers. The fast talking snake charmer that somehow managed to […]

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Product Selling Is Dead

I’m guessing you clicked this link because you are a salesperson.  You are curious about my statement that product selling is dead.  Don’t let the way you are performing against your quota influence whether you agree or disagree.  Take a minute and think about the reason you became a salesperson in the first place.  It […]

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