Blog: The Pipeline

Small Business Sales Fails

Systems Failure: A Small Business Sales Fail

This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change...
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Ditch this terrible sales advice

This Is Terrible Sales Advice

Part of understanding the negative feelings out there about sellers is reconciling the fact that much of the sales advice out there preaches manipulative and...
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The FIRST and WORST Sales Negotiation Mistake

The First, Worst, and Usually BIGGEST Negotiation Mistake Sellers Make

I surveyed a sales team recently – prior to a Skills Building session on Pushback, Objections, and Negotiation – and asked them some of the...
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Six Ways to Make Sales Negotiations Less Painful and More Profitable

Six Ways to Make Sales Negotiations Less Painful and More Profitable

We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, at this time in history,...
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Personal Improvement needs more than information

Sales Improvement Takes More Than Information

There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why...
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How to handle the We need to think about it sales pushback from customers

How to Handle, “Let Me Think About It” from Sales Prospects

There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth...
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