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Benefits on Steroids

Benefits on Steroids It’s drilled in your head to turn features into benefits. But what if you put the benefits on steroids? Before I talk steroids, let’s take a closer look at what is actually happening with turning features to benefits. Let’s take a pencil for easy...

Lost Art or Sales Revenue Generator?

Lost Art or Sales Revenue Generator? Post in a FaceBook Sales Group: I’m old school. I still send hand written THANK YOU CARDS to our customers. I feel handwritten thank you’s are better than an email. Lost Art ? Or waste of Time? Before you read any further… What do you say… Lost...

#1 Tip for Saving Time With Sales Training

The most common reason sales managers do not integrate sales training on a consistent basis with their teams is..they think they do not have the time. Let’s think about exercise.  Do you say you can’t exercise because you don’t have time?  Do you...

Pick Up The Damn Phone!

Pick Up The Damn Phone! There was an interesting stat out of the Harvard Business Review on the importance of timely responses when it comes to following up with online leads. The data originally came from a study of 2,241 U.S. firms. “Companies who contact potential customers within an hour...