Category Archives: Uncategorized

Surviving Cold Calling

Cold calling is one of the most intimidating activities in sales. Truth be told, it’s not that bad. The fear of the cold call is based more on a personal dread of rejection than anything else. Cold call rejections are … Continue reading

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Quroa Questions…Answered! Becoming an Elite Salesperson

I was recently asked: What should a sales person learn to grow as an elite? What abilities should he/she build to become top 1% on this position? The short answer is CLOSING.

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The Essence of Qualification

Qualification is the skill that sits at the tip of the spearhead of sales craft. The essence of qualification is identifying who you’re talking to, what they do, who they do it for and whether they can purchase.

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The ClickTale Optimization Forum – London – May 23rd

Originally posted on Selling SaaS :
I’m proud to use this space to promote a major Web Optimization industry event, being hosted by ClickTale in London on the 23rd of May. ClickTale’s Optimization Forum will be an exclusive opportunity to network…

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Sales: Are You Good?

“No one has a brighter future than a good salesman!” – Earl Nightingale I love sales. For me it involves a dynamic combination of elements that really appeal to my psyche. It comprises pieces of investigation, debate, argumentation, negotiation, strategy…and … Continue reading

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The 3 Rules of LinkedIn Recommendation Etiquette

LinkedIn recommendations are a great way of adding credibility to your professional profile. They’re great to give and great to receive. Even more, the right recommendation from the right person is something to cherish. The question is, when is the … Continue reading

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LinkedIn’s Social Media Presence Does Nothing for its Customers?

Dear LinkedIn, Back in December my company paid to upgrade my account from Business Plus to Sales Executive. A week later (after endless emails and phone calls from myself and my office manager) and my account had still not been … Continue reading

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Data.com killed the Jigsaw user

I have been a Jigsaw user for years. It is a great tool for finding lead information. It was simple. It worked. It provided value and never made me think of searching out a competitor. And then they ruined everything.

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Jewish Boxer’s Dilemma: A Lesson in Parenting

I came across this article today about a young orthodox Jewish boxer and his dilemma between fulfilling himself as a fighter or maintaining his religious integrity. This is really something close to my heart as an Orthodox Jew, a boxing … Continue reading

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“What podcast’s should I listen to?” – a primer for the uninitiated

It’s funny that as digital is ever increasingly replacing print I find that I have less and less time to actually read anything. Audio, podcasts in particular, are an ever growing vehicle for learning and entertainment for myself and many of my … Continue reading

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