Three principles scientifically proven to help your message break through your customer's armor

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“What does your company do?” Such a simple question, yet…

Target Your Message with this Amazingly Simple Technique

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In last week's post, we talked about how sellers (and marketers)…

Want to sell someone a band-aid? 'Cut' them first

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A good friend and fellow sales professional recently reminded…

Why Your Solution Will be Adored or Ignored: Understanding the Attention-Value Matrix

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As a cerebral seller, I love studying the various approaches,…

Salespeople: Here’s How to Get Prospects to Pay Attention to Your Outreach

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This article is the second in a two-part series. Read David’s…

How You're Messing Up the Easiest Part of Your Sales Playbook

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“I’m not sure. Something with computers?” This was the…

The One Sales Skill You Need to Build Pipeline (and How to Get It)

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I was recently part of a sales leadership offsite that kicked…

Sell More by Leading with What You Believe

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On September 20th 2013 at 2:30AM, tech writer Stewart Wolpin arrived…

3 Killer Tips for Crafting a Customer-Centric Sales Pitch

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Sales is a strange profession. On one hand, the role of a sales…

Use This Secret Infomercial Formula to Supercharge Your Product Pitch

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I love watching infomercials because I find it fascinating how…