Dallas, TX – One of the oldest arguments in the book! Do I sell based on my price or try and convince my prospect there’s enough value to pay more for it than my competition is charging?
Selling based on price is for cowards. Reps that are absolutely convinced of the merits of their product/service, delivery, and support package don’t feel the need to give anything away. Why should they? The goose lays golden eggs, for cryin’-out-loud. I’ve seen her do it and it’s real gold! Why would I give that …

Dallas, TX – C-Level conversations got you baffled? They don’t respond in the same way as the “order-takers” downstairs, do they? So how do you talk to these people? They think about different things than the rank-and-file and they think about them from a markedly different point-of-view. Here’s 9 things to consider when talking to someone in the C-Suite.

Do your homework.
Don’t ask stupid questions, the answers to which you could have known had you done #1.
NO conversational chit-chat unless you intend to use up your 5 minutes in the spotlight …

Dallas, TX – What is Social Media?
My answer? Social Media is that group of technology tools that allows anyone with a computer and internet access to participate in, and develop online communities of people with common interests. What you do with that opportunity determines everything about the outcome.
Here’s a solid collection of additional answers to the same question. Feel free to add a comment here with your own definition.

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Dallas, TX – Sales can be a tough job, especially if, as George Carlin would have said, “you’re not doing it right, man!” Here’s something you can do that works that very few sales reps actually practice anymore: write notecards. A simple, handwritten, notecard can work magic like almost no other tool available and here’s why:

No one else is doing it! It’s just not “cool” anymore to handwrite a note. It’s old-fashioned, and it’s not “techy”. Then you have to actually find an envelope that fits, address the darn thing, …

Dallas, TX – Building your perfect website is a lot like building a house. You need a good set of plans or you’re going to end up with a dysfunctional collection of materials that costs about the same as the house done right, but it’s unfit for anything practical. You need a set of plans.
When building a website there are a number of activities utilized to “draw those blueprints”, one of which is creating your personas.
You create a persona much like the FBI might profile someone, and for similar reasons! …