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French Lick*

*A small town in southern Indiana. What did you think I meant? The power of words… Grab attention, communicate an idea, provoke, engage, energize… If you hunt large sales, you know that the turn of a...

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Free eBook: RFPs are no longer a choice; they’re a way of life.

Yesterday we introduced our first free eBook, Landing Big Sales with an RFP, and I can’t say that we could have picked a better time to do so. I was just talking to a friend yesterday about how RFPs...

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The eleventh hour

It has all of the excitement of the big game, the high school play and your first illicit smoke rapped up in one. It’s “all you can eat night” at the adrenaline junkie café. I’m talking about the...

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Lie to Me: Four Good Indicators of Likely “Untruth” in the Sales Process

My son keeps telling me about a new show called “Lie to Me.” Evidently the main character has the ability to tell when someone is lying and, often times, why he/she is lying. Facial clues, tone of...

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The Horror of Silence (and Satisfaction of Comedy)

(Sing ‘Happy Birthday’ to your prospect on the phone. Yes, really.) In most horror films, at some point two people are in a scary place and they get separated. And at that moment, the tension begins...

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New Sales Resource Center for Big Sale Hunters!

Hi All, It occurred to me recently that we have a TON of free sales resources scattered throughout our site. From e-books to podcasts, and webinars to essays, we’ve definitely taken this thought...

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Mega-hunting Season is Now Open…

I’m working on some big sales right now with my clients. I act as either a member of their team or as a key advisor. We’re aiming at accounts ranging from $500,000 to $100,000,000. This is a great...

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From the Mail Bag: “Stupid Buyers”

What is a sales team’s likely response when their buyer involves a bunch of people in a sale who don’t know much about what they’re buying? “These people are IDIOTS!” [Paraphrased from frustrated...

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Team Selling with More Than Just Your Team

By Tim Searcy I have referenced before that the CIO for Nortel made a keen observation that “companies no longer buy from companies, they buy from supply chains.”  Supply chain management is a buzz...

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The Executive Sponsor Agreement

For years, I have used a technique of securing an “Executive Sponsor” early in a sales process as a way to gauge true interest as well as to set expectations for a buyer in a large and complex sale....

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