The Difference Between Product Buyers and Solution Buyers
It's great when people just want to buy our products and services, but product buyers are only ever a small part of the entire market. So how do we get
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B2B Sales Success
Selling & Earning More in Less Time
We all have the same 24 hours in a day. It's fixed. It's inflexible, so earning more in less time is less about managing time, and more about managing ourselves. David:
How to Attract Larger Clients
Time after time when I ask our clients about topics they want to know more about, the subject of attracting larger clients comes up. So, in this episode we'll tackle
Creating a Customer
David: Management Guru Peter Drucker once said, “The purpose of business is to create a customer.” Does that mean just selling stuff or is there more to it than that?
Requalifying Your Clients: The Five Levels of Qualification
Everyone knows that it's far easier and less expensive to sell the clients we already have and yet very few put in the time to consistently engage and re-qualify their
Don’t Be a Pest: Mastering Intelligent Repetition of Contact
Success in sales is dependent upon intelligent repetition of contact, without being a pest. We need to be able to reach out to people lots of times, in lots of
Stop Recruiting and Ignoring Salespeople
Many businesses spend a ton of money recruiting salespeople, but then ignoring the ones they have. David: Hi and welcome to the podcast, today co-host Chris Templeton and I are here
The MVPS of Marketing and Sales™
In sports, MVP stands for most valuable player. In The MVPs of Marketing & Sales™, the letters MVP stand for Message, Vehicles and People. These three components are arguably the
How to Think, Act & Communicate Like a Leader
In the past you've said that market leaders think, act and communicate differently than the rest of the population. What do you mean by that? And how can people start