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Go from Opening a Sale to Opening a Relationship

Go from Opening a Sale to Opening a Relationship

Are you in charge of your sales process, or is your process in charge of you? This is a big issue, and becoming a bigger issue with the advent of AI.  I’m finding more and more companies are overcomplicating their sales process. As the economy weakens, they think they...
Filling the Sales Pipeline

Filling the Sales Pipeline

You don’t have to live by the peaks and valleys most salespeople experience in their sales pipeline. Are you looking to see more progress in your own workflow–from prospecting, to closing the sale and creating a customer? Check out these 10 tips for filling the...
The Sale I Turned Down

The Sale I Turned Down

Have you ever talked your way out of a sale? That’s what I just did. I just talked the customer into not buying from me on a pretty substantial sale. Let me walk you through the details in this edition of Mornings with Mark. About a week and a half ago, I got an...