OPiuM Helps Make Salespeople Better

Feb 28, 2013

Opium does make salespeople better, because it allows them to do far more than they ever could before. Opium is amazing in how it can build your confidence. It has a magical way of making you feel as if you can accomplish anything you want, if you just use enough opium. I used to be [...]

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Use a Prospect’s Salespeople to Introduce You to the Decision Maker

Jan 09, 2013

Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. The strategy might sound strange, but it works — especially when you can assist the salesperson who is helping you. The strategy is quite simple. Call the sales department in the company you’re trying [...]

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Why Bad Salespeople Attract Bad Customers

Nov 30, 2012

Have you ever wondered what types of customers are attracted by certain types of salespeople? Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have [...]

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The Critical Mistake You’ve Made On-Line

May 16, 2012

Well, maybe all of you haven’t made this mistake. I know plenty of salespeople who have made it, though. What is it? The mistake of not being thorough in your on-line presence. I realize some people are nervous about intentionally putting information on the internet about themselves.  The reality is, though, that many potential buyers [...]

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Why Networking is Not Prospecting

Mar 30, 2012

People love to tell me how they don’t need to prospect, because they already network, and that’s enough, in their opinion. Sure sounds good, doesn’t it? In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. We all network to one degree or another. I meet a lot [...]

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