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Should You ALWAYS be “Selling”?

The other day, my helpdesk forwarded me a hilarious email they’d received, but before I tell you that story, a quick bit of background: You’ve noticed by now that I send out a lot of email. A lot. Three years ago I was only sending emails weekly, until I read an $800 book (seriously) on…

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The All-New Referral Lead Machine goes live on Monday!

The all-new Never Cold Call Again® Referral Lead Machine goes live to the Early Notification List this coming Monday, June 1! To get on the Early Notification List and have the best shot at getting one of the only 500 copies to be released, you can sign up here, and also get an amazing PDF…

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Go “Under The Radar” To Get Easy Sales

Several years ago, Neil Strauss came out with a book called The Game which was about a group of men calling themselves “pickup artists,” whose sole purpose was to perfect the art of picking up women in bars. Remembering that I’d met Neil at a marketing conference once upon a time, my curiosity got the…

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What’s Your “Secret Excuse”?

It seems like everyone has mental blocks that keep them from succeeding. And salespeople are ESPECIALLY notorious for this! In fact, it seems that mindset has more to do with sales failure than cold calling, the economy, pricing, and all of the rest put together. A few years back I began using the term “Secret…

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The DUMBEST Sales Questions – Ever!

I belong to 50 different LinkedIn groups – the maximum allowed by LinkedIn – and most are sales-related. I’ve got my email preferences set to one weekly email highlighting the most active discussions in each group. When I read yesterday’s email, all I could do was shake my head in disappoinment. Why? Here’s why –…

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I’m sick and tired of this!

When I began teaching salespeople how to sell without cold calling, I seriously thought I’d be out of business by now. I fully believed that by today, 2015, the Internet and social media – not to mention a ton of other extremely effective lead-generation strategies – would have completely wiped out cold calling by now.…

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Are you totally missing the point in sales?

Like any proud parent, I know I’ve probably talked far too much about my two beautiful daughters! But they taught me a valuable sales lesson… Early on in our first pregnancy we naturally wanted to know what to expect, so we asked our OB doctor which books to read (the “What To Expect” series, etc). The…

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Use “Decoy Marketing” to Sell More, Fast

As much as I love my car, it’s 4-1/2 years old and the newer redesigned model has me really tempted. But Mercedes-Benz made a big mistake when they introduced my car in 2011: They made it go from 0-60 in 4.2 seconds, so this $128,000 car killed sales on their much more expensive AMG models.…

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Break Your Cold Calling Addiction

It’s Time To Break Your Addiction! Last week I wrote a guest article for a major sales website, about my perspective on cold calling now that I’m a business owner & decision maker. I realized there are many great points in that article, so I’d like to share the major ones with you. The first…

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Cash Is King – Like It or Not

“Money can’t buy happiness.” We’ve all heard that line before. But it can buy a lot. And not having money will certainly contribute to unhappiness, if not cause it altogether. Money problems are the #1 cause of divorce. ‘Nuff said. Kiss is the second highest earning band of all time. Not because they’ve been the…

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