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Avoiding Pipeline Bloat

Your forecasts are unreliable. Deals look good and then stall. You seem to be wasting a lot of time with prospects who don’t ever make a decision. You have lots of prospects but still struggle to hit...

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WHAT MAKES SELLING SO DIFFICULT?

       I started my career as an engineer and in those days it seemed to me like the salespeople had the easiest job in the company. They didn’t have to keep up with technology. They didn’t need to...

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STAY IN THE MOMENT

Did you ever debrief a sales call with your manager in which they suggest a question that you might have asked but didn’t? Did you ever wonder why it seemed so obvious after the fact to someone who...

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WHEN SHOULD YOU QUOTE?

I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a prospect who has completely met all of the elements...

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Re-motivate yourself

Re-motivate yourself By Dan Caramanico Motivation is internal. Sales managers can’t motivate salespeople. They can only help the salesperson to get and stay in touch with their own internal...

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Who Defines The Next Step In The Sales Process

Who Defines The Next Step In The Sales Process By Dan Caramanico   This article could be just one sentence – “Always know the next step in the sales process”. If you do always know the next step in...

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WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?

WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL? By Dan Caramanico   This is always a touchy subject and there is always pushback when I suggest what you should do. In this article I will give you the...

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Are You Attacking Your Prospect?

Are You Attacking Your Prospect? By Dan Caramanico Have you ever been in a conversation with a prospect when all of a sudden (or so it seems) they get defensive? Have you ever been cruising right...

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Get Rejected – It’s Good For Sales

  Get Rejected – It’s Good For Sales By Dan Caramanico   Fear of rejection is one of the most common weaknesses among salespeople and it is a major reason people give for avoiding the selling...

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Sales Priorities Are You Straight on Yours?

    By Dan Caramanico Keeping your sales priorities straight is both simple and difficult. It should be obvious what we spend our time on but it must be difficult because so many salespeople spend...

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