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Feed The Buyers’ Information Needs

Feed The Buyers’ Information Needs

When your clients are looking for information about your products, give them everything! Internet research is a common step in any major purchase, and your clients research to help them get informed and mitigate their buying risks.

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Avoid the Obvious: Where Are Your Customers Going?

Avoid the Obvious: Where Are Your Customers Going?

Walter Gretzky coached his son to “Skate where the puck is going, not where it’s been.” The same advice can be used in business. Set your business up to go where your customers are going, not where they’ve been. Let your competitors chase after the obvious. How can you innovate in your industry to find a new niche or category that hasn’t been served before?

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Sales Training Programs Are Outdated

Sales Training Programs Are Outdated

It’s time for sales forces to find a new playbook. The sales training programs available in the market are showing their age. I started my career in software sales, and was groomed on sales training programs like Huthwaite’s SPIN Selling, Miller Heiman’s Strategic...

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Avoid Technology Bandwagons

Avoid Technology Bandwagons

Should your company have a Facebook Page or a LinkedIn Group? What about apps? Should your company have an app on iPhones, iPads and Android devices? I don't know, but chances are the answer is no. The real question is do you need these tools to engage and service...

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