Blog: The Pipeline

What makes a fantastic seller? Part 2

In the last post, I started down the road of what makes a well-rounded sales pro. First and foremost, I think Super Sellers are self-starters...
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Well Rounded sellers have charisma

What makes a fantastic seller? Part 1

What does it mean to be great at SELLING? What makes a Super Sales Person? There’s a remarkable amount of time, energy, and money wrapped...
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Sellers, Are You Confusing Price for Cost

Confusing Cost for Price can be a big mistake when selling to customers.

A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the...
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Your Sales Quick-Start-Guide to Starting the New Year

Everyone’s making big promises, resolutions, and vowing to make changes right now just as the ball drops on this New Year. I’ve never had much...
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Don't just follow up ... Move it Forward

Stop Wimpy Follow Up and Move Sales Opportunities Forward!

I often joke about tattoos I would get – if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly....
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How to Avoid Perpetual Prospecting Burnout

How to Avoid the Burnout of Perpetual Prospecting

Every December in Memphis, TN, thousands of people descend upon downtown to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k,...
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