Posts Tagged ‘sales’

How To Go From Zero to Sales

This is a topic I discuss with people nearly every day. I have clients and friends trying to design sales processes and build sales teams, and I have a network full of sales professionals who need to know how to fill their pipeline. So I decided to write it all down (well, the big bold version of…

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Social Selling: When Does Research Go Too Far?

If you’re reading this breathing, you’ve heard of social selling. It’s the topic of endless blog articles, LinkedIn group discussions, and heated professional debates. The exact definition is different depending on which “guru” you follow. It floats around somewhere between (1) researching a lead before reaching out to them and (2) using social media channels (LinkedIn, Twitter,…

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Sell Like You Market & Market Like You Sell

While studying English at BYU, I got a unique chance to work with the test preparation department doing sales and marketing. It was there that I learned how exciting it can be to increase sales and help more people.   Back then I didn’t see a clear distinction between marketing and sales. One was always…

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How to Sell a Losing Product

You don’t sell the world’s best product or service. Well, maybe you do, but let’s pretend you don’t. Let’s say your product is lagging behind three others in your same market. So how are you going to sell anything? How can you possibly hope to position yourself against better products? At some point (IRL) you…

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The MacGyver Sales Rep Myth

I grew up in the 90’s and caught the tail end of the MacGyver show just as it was wrapping up its final season. In one episode I still remember, MacGyver made a functioning airplane from random parts in an old garage. I loved it. If you haven’t seen the show, Angus MacGyver was a…

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The 10-Point Sales Success Checklist

Every time I meet with a prospective client, I have the same questions. When we decide that the fit is right and we work together, I take those questions and dive deeper.   These ten points are the exact checklist that I go through to help my clients sell more. They’re somewhere to start from…

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What Does Your Ideal Client Look Like?

Tonight I got the chance to present to a group of ambitious young marketers at the Online Marketing Fresno Meetup. Below is a copy of the slides I used to present my message.   I spoke about how much good it can do your business to build an ideal client profile.   This is one…

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5 Common Startup Pitfalls & How to Avoid Them

I didn’t build Facebook. I didn’t sell my software startup to Salesforce. But I have worked with quite a few startups who have struggled to reach sustainability. I’ve seen a few of the same challenges over and over again, so I compiled them into this list. For each pitfall you’ll see a detailed description and…

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