Convert Buyers by Unleashing their Hidden Enemies

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When it comes to high-impact messages that break through your…
Provocative Questions

How to Pitch Using Questions

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What’s your favorite movie? Chances are when you read that…
business case

Here’s Why Your Business Case Numbers Are Falling Flat

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What if I told you I had a vaccine for a potentially deadly virus.…

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 a previous post, I talked about how sellers (and marketers)…

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

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If you want to sell a band-aid, there are two main ways to go…

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

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I’ve always loved studying the various approaches, formulae,…

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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A number of years ago I was part of a sales leadership…

Sell More by Leading with What You Believe

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

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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Infomercials are fascinating because, in just two minutes, they…