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Three Part Webinar SeriesMaster Trigger Events to Increase Sales With the imminent release of my book on Trigger Event Selling – Turning Prospects Into Customers by Harnessing Trigger Events, my co-author Craig Elias and I will be presenting a three part webinar series hosted by OneSource, an Infogroup company, that will show how to: 1. Exploit Untapped Opportunities: 3 Strategies for Using Executive [...]

Tue, 06 Jul 2010 10:25:00 +0000 The Pipeline

Saturday Sales Tip – 12Time For Spring Cleaning With the unusually warm weather and spring coming in this weekend, I like most people have had a spring in my feet (sorry) the last few days.  But as we threw open the drapes, opened the windows wide to let the light in, we also illuminated the dreary side of winter, the [...]

Sat, 20 Mar 2010 10:20:22 +0000 The Pipeline

No DecisionOne trend that has grown in 2009 is the growth in sales ending in “No Decision” (ND).  While most sales people will tell you that they hat loosing opportunities most, for me the worst is the ND.  Having said that, ND’s do have one advantage over lost deals, the ability to reengage them in a shorter [...]

Wed, 18 Nov 2009 09:01:30 +0000 The Pipeline

When Should You Walk Away From a Deal?  Now! The second that question begins to form in your head you should be prepared to walk away now. That is not to say that you shouldn’t perform a thorough evaluation of options, examine how the deal can be altered or restructured, but once that question appears, no matter how faint, and how deep it is in [...]

Mon, 17 Nov 2008 12:07:27 +0000 The Pipeline