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The Don Quixote Approach To Opportunity Assessment
Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” a...
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Reviving Prospects From the Black Hole
Have you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before. At first, you assume their lack of...
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How to Address Consumer Fear... As it Becomes the New Reality
You might be wondering whether your marketing efforts should adapt to the economic downturn. Should they address or ignore consumer fear? Worries and superstitions (which have been proved to decrease sales) get an extra push this month with Frida...
