Sales Gravy

MARCH 30, 2009

Dean's company, high tech privately owned, sees their revenues growing this year by 20%+ and they project to hit upwards of $300M. How is that possible in a down market?

Marketing 40

Marketing 40

Sales Gravy

MARCH 29, 2009

Most sales people fail to make the presentation about the other person and use a lot of "I" or "me" or "we" language. But your customer doesn't care about you. They want you to talk about them.

Sales 40

Sales 40

Sales Gravy

MARCH 17, 2009

Many of my clients tell me that their sales team are made up of a bunch of service people or farmers.

Suppliers 40

Suppliers Sales 40

Sales Gravy

MARCH 8, 2009

In sales, we hate it when we've gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, "Well Victor, that sounds good; let me go ahead and think about it and get

Sales 40

Sales 40

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Sales

Sales Gravy

MARCH 8, 2009

The key to success during a downturn, aside from surviving, is to further entrench yourself with your existing client base and at the same time look for ways to penetrate and position your product in your competitor's backyard.

Marketing 40

Marketing 40

Sales Gravy

MARCH 6, 2009

Age has taught me not to argue, but to accept and respect the opinions and decisions of others no matter how misguided I think they may be. Nonetheless, their obstinate disposition got me to thinking about why some people make money and others don't.

Decision-making 40

Decision-making 40