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The Cure for Sales Mediocrity

As a B2B marketing consultant, I’m frequently called upon to discuss sales and marketing challenges within client organizations. As a result, I find clients searching for the perfect mix of activities to ratchet up sales results. As a B2B marketing consultant, I’m frequently called upon to discuss sales and marketing challenges within client organizations. As […]

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Do You Grind?

My Go-To for Course Correcting a Sales Slump I’ve found the last 18 months to be an especially challenging sales environment. Thankfully I’ve seen progress lately, largely as a result of my re-commitment to grind. The grind is part work ethic, part mindset and fundamental to my selling process. To me, grinding is a mindset of […]

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Attracting Your Dream Clients

Start Replicating Your Most Profitable Customer Relationships Start Replicating Your Most Profitable Customer Relationships A frequent observation I make during sales and marketing assessments is the lack of customer discrimination within organizations. Rather than qualifying customers that fit predetermined profiles, many companies pursue every customer and every deal as if all are a fit. Stated […]

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