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February 27, 2017

The Need vs. The Deal: Proactively Approaching Customers Through Nurturing.

Think of a friend who you’ve built a solid relationship with. They most likely know the daily demands of your life, your plans for the future, and the hurdles you are up against. Then recall a friend whom you have kept in touch with over the years, but only hear from when they need a favor….

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February 16, 2017

Prospecting vs. Closing.

It’s not a surprise that companies and their sales reps are torn between “ABC – Always Be Closing” and “Fill Your Sales Funnel”. The fact is, closing the current deal and building the next sales opportunity is not only two different (yet equally important) stages of the sales process, but they each require their own focus and…

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February 14, 2017

Preparation for Opportunity.

Seneca the Younger, a first-century Roman philosopher, is often attributed with originating the quote “luck is what happens when preparation meets opportunity.” Nearly 21 centuries later, I would say the guy was pretty much right on target. I am not sure if luck is part of the equation, but preparing for opportunity is certainly a key…

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