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What Your Customers are Really Buying
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What Your Customers are Really Buying

What your customers are really buying goes beyond features and benefits. We did sort of discuss the idea of trying…

Do Your Best Prospects Know You Exist?

Do Your Best Prospects Know You Exist?

Your best prospects may not know you exist. Do they even know you're alive? This goes back to the idea of money versus time.…

The Activity Trap: Why More Work Isn’t the Solution

The Activity Trap: Why More Work Isn’t the Solution

More work is not always the solution. Some people wear "busy" as a badge of honor. I don't really see it that way anymore.…

The Promotional Products Industry Has Changed. Have You?

The Promotional Products Industry Has Changed. Have You?

There is no doubt that the promotional products industry has changed. The question is, have you? There was a period of time when getting…

How to Get More Sales Without Relying on Cold Calls

How to Get More Sales Without Relying on Cold Calls

To get more sales without relying on cold calls, we don't want to turn the alternatives into something as clumsy and uncomfortable as a…

How to Outperform Your Competition Without Competing on Price

How to Outperform Your Competition Without Competing on Price

If you need to outperform your competition, you want to look at who is the primary competition and what are their advantages? In what…

Stay Focused: Get More Done in Less Time

Stay Focused: Get More Done in Less Time

Stay focused. It's easy to say, but harder to do. Anybody who's been in sales has probably been in a situation where you've been…

How to Rule Your Territory and Dominate Your Market

How to Rule Your Territory and Dominate Your Market

It's not like there's just one method to rule your territory. But the one thing that is critical to all of it, is identifying…

Is Customer Service Really Dead?

Is Customer Service Really Dead?

Is customer service really dead? Technology can either help customer service a whole lot, or it can harm it a whole lot, depending on…

How to Lower Customer Acquisition Cost and Improve Conversions

How to Lower Customer Acquisition Cost and Improve Conversions

What's your customer acquisition cost? I've been accused of being a bit of a maniac when it comes to lead tracking and making sure…

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