Blog: The Pipeline

3 Seller MUSTS for Effective New Business Development

3 Seller MUSTS for Effective New Business Development

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this...
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Winging It in Sales is Expensive and Risky

Is Winging It Your Sales Downfall?

Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls....
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Design a Fantastic Sales Meeting

How do you design fantastic sales meetings that don’t waste sellers’ time?

“Don’t you just LOVE meetings!” . . . said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so...
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Do you have a Sales Simulator

Do you have a Sales Simulator?

That was a special Mother’s Day. Unique, for sure. Remembering this special experience from a few years ago … “No sleeping in, breakfast in bed,...
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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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