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Egos Run Amok in the Small Business Quest to Increase Sales

Yesterday in speaking with a small business owner over lunch (this was a social media Facebook friend that I had yet to meet in person), I realized egos running amok are probably one of the major...

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How to Increase Sales – Strategic Alliances

In the ongoing quest of how to increase sales, consider the development of strategic alliances. For many in business leadership roles, this may mean formal business to business networking groups where...

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Business Networking Built On Trust Allows You to Ask and Answer Uncomfortable...

In the global to local marketplaces, business to business networking continually happens. Relationships take root, grow and develop strong feelings of trust. Sometimes the development of this trust...

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Maybe You Are Too Personal Too Soon in Your Sales Communication

Sales is a personal experience if we believe as Zig Ziglar said “Sales is the transference of feelings.” Credit www.sxc.hu Yet that emotional transference of feelings happens in stages and to jump to...

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Motivation Is Different and Yet the Results Are the Same

Today during a masterminding session, the facilitator posed this question: “What motivates you to get up every day, to attend this 8am event twice a month, to do what you need to do for your business...

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Non-Verbal Body Language and Building Business Relationships

Non-verbal body language can build business relationships to plant seeds of distrust.  This past week during a business to business networking luncheon when one particular person spoke (who I know and...

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Discrimination Required in Business to Business Networking

One lesson learned by successful small business owners to sales professionals is discrimination when it comes to finding new sales leads through business to business networking events whether it is...

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A Sales Team of Two to Two Hundred

With over 90% of all businesses here in the US being non-employed (meaning sole practitioner, one person shop, SOHO) the reality is a sales team of one makes it truly a challenge to increase sales. Yet...

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The Sales Challenge of “I Need Referrals”– Part 1

The growth goal to increase sales is indeed a significant sales challenge for many SMB. One of the best ways to overcome this sales challenge is through sales referrals.  This may explain the growth of...

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Emotions, Positivity, Stress, Smiles and Sales Success

If sales is the transference of emotions (Zig Ziglar), then it would appear sales success is more likely if your emotions are more positive than negative. So how does one measure one’s positivity on a...

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Cluelessness Continues for Sales Starved Entrepreneurs

Once again at a morning business to business networking event I was confronted by a clueless small business owner whose behaviors are replicated by so many entrepreneurs. Without a hello, what’s your...

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Pitch Product, Pitch Price, Pitch Proposal What’s the Matter with My Selling?

Have you ever attended a business to business networking event and experienced the following? A complete stranger runs up to you, shoves his or her business card into your hand, mutters something about...

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Ready for These 21 Sales Truths?

Your perception is your reality. The chasm between your perception of reality and reality is “the truth” or “truths.” So what sales truths are keeping you from being wildly successful? #1 – 90% of all...

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The Missing Element in Most Sales Introductions

Listen to most sales introductions at those necessary business to business networking events and you may think something like “blah, blah, blah” or boring. These are your internal emotional responses...

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Pass the Sales Referrals or Not

Sales referrals are potentially solid gold provided they are the right type of referrals. In other words, do they meet the needs of the small business receiving the sales lead or do they meet the needs...

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That’s Not Me or Is It?

How many times do we read something or observe something and almost instinctively say to ourselves “that’s not me.” Do we actually know how others perceive us? Do we understand the emotions of others?...

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Collaboration and Cooperation Not Competition

Bright and early this morning I spoke with a colleague and good friend, Laura Novakowski.  I had just sent an Internet introduction and she wanted a little more information which I provided. The...

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The Collision of Emotional Intelligence and Texting

Collisions happen every day. Some are very physical from people bumping into each other to cars careening on icy, snowy streets to stars colliding in the depths of outer space. Other are far less...

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Stupid Sales Actions – Hi, Pitch & Call Me

Each day small business owners are inundated with plain stupid sales actions that defy logic. And what is worse in many cases, small business owners to sales professionals have  paid to learn these...

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Sales Leadership Talent of Role Confidence

How many times have you observed one or two professionals at a business to business networking event strutting around like a rooster in a hen yard with this sales leadership talent of role confidence?...

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