Building a Digital Sales Strategy

A change has been taking place in the world of sales. Just as media and communications have moved online, so too have the most effective ways of developing a sales strategy.  The old sales model required that sales reps be actively involved in every interaction with a prospect. They had to identify each prospect, reach …

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Trust is Required

“Is this company going to do what they say they are going to do?” That’s the big question that your prospects are asking themselves.  They know what you say can do. It’s the same thing that your competitors are saying. But are you actually going to do it? This is why trust is required in …

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What change do you make?

Many businesses fall into the trap of trying to sell a product or a service. They focus their messaging on features, quality, or expertise. But in reality, that’s not what your customers want.  Your customer wants to make a change.  They want to improve something. Fix something. Or have something new.  They are in search …

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The Vital Few

Over 100 years ago, an Italian economist by the name of Vilfredo Pareto made an important observation. By studying the land ownership records in his country, he found that 20% of the families owned approximately 80% of the land. This observation on its own wasn’t that exciting, as it’s common knowledge that ownership of assets …

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