Great Clients

What makes a great client? What makes a client great? (Did I just ask the same thing?) What drives the sales community to go the extra mile for a client? I am sure that we as sales professionals have had enough client interaction to have formed plenty of opinions on the best and worst traits …

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A Labor of Love

The last few days, I have been reflecting on the upcoming Labor Day holiday. I did some research on the meaning and origin of the holiday and here is what I found: “Labor Day is a… holiday that takes place on the first Monday in September. The holiday began in 1882, originating from a desire …

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Be on TIME!

OK…I need to have a small “rant” for a moment or two. I think the one thing that could earn ejection from the sales community is not having a healthy respect for time! Time is respect. Period. If you make an appointment, be on time. Plan it well and think about the things that will …

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Holy Matrix, Batman!

Cheesy title – granted, but it was what just came to mind when I was reading some responses to my earlier blog on Great Sales Leaders. One of our sales community members was remarking about managing a team of people when none of that team actually report to him. This is one version of the …

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Speaking of Sales to Future Members of the Philadelphia Sales Community

Last night, I had the honor and privilege to be a guest lecturer at Peirce College in downtown Philadelphia. I had a very exciting opportunity to speak to a marketing class on one of my very favorite topics “Everyone Is in Sales.” This class comprised bright working adults getting their degrees. They are all working …

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Great Sales Leaders!

I am really curious what this sales community thinks a great sales leader is? What defines that person to you? I have written my column this week on sales leaders and offer some of my initial thoughts on what a great sales leader should look like. As sales professionals, we have all worked under a …

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Brochure Selling?!

I had an interesting email the other day from a member of our sales community. She asked me if it is “normal” to not leave brochures with a client. Now, apart from the general fact that I don’t think we can decide what is normal, I responded that I have several schools of thought on …

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Emotional Selling

I was finishing my morning walk and stopped in to the local Starbucks and saw some people having a heated discussion where one person was obviously trying to convince the other to adopt his view on whatever it was they were talking about. The discussion was very emotional (and quite passionate), and it started me …

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