Category Archives: Blog

VIDEO SALES TIP: Grab the Attention of a Prospect This Way

  We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest.  I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me. Check out this video to see […]

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Dreamforce Day 5: 10-Year Planning

  Thursday was the final day for Dreamforce ’14. By midday Thursday, the streets of San Francisco were already beginning to return to normal…or at least normal for SF. Discussions Thursday with peers were all focused around sharing the key insights picked up from Dreamforce. Not an unusual topic at all, but what struck me […]

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Your Price Reflects Your Confidence

  Cheap price = Cheap salesperson. Confident salesperson = Higher margins. When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference. What you’re saying is there is no difference in what you’re offering than what your competitors […]

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Dreamforce Day 4: Thoughts from the Executive Summit

  Wednesday I had the opportunity to host a table at the Executive Summit — a very small segment of Dreamforce geared for select key partners/clients of Salesforce. The people participating are all senior level and viewed as being on the cutting edge of their respective industry. Naturally I’m not going to share the names […]

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