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Star Wars And It’s Warning To Suppliers
The basic premise of the Star Wars trilogy was the rise of an empire led by a ruthless emperor. Of course, in the movie, good overcame evil and everyone lived happily ever after (less a few entire...
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Buyer and Seller Insights: Together Accelerating Growth
I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a...
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Moore’s Law Now Applies To B2B Selling: Are You Ready?
Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do...
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Easy Prey For Aggressive Buyers?
With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However, it’s also apparent that some B2B sellers are...
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Fortress Buying – Why Won’t Buyers Let You In?
More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. In short, they have erected defences that are designed to keep sellers at bay. In this...
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The 3 Ps Of Pre-qualification – Are The Fundamentals Still Sound?
An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of...
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Cold Calling is NOT Dead!
Over the past few years ‘Cold-Calling’ had become a favored activity of choice to generate Sales as it is believed you can contact large numbers of ‘prospects’ in a short space of time. BUT, I heard...
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The Top Three Business Resolutions For 2013
New Year resolutions tend to focus on the negative, on what needs to be removed, changed or otherwise altered to make things in some way better. Instead of this wasteful and depressing exercise how...
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5 Things That Clients Want You To Stop Doing
Sales is the business of building relationships, building trust, and creating rapport – but unfortunately, many sales people are unwittingly doing the exact opposite and annoying clients with...
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10 Ways To Sabotage Your Next Trade Event And 10 Essential Sales Tips
So you’ve invested a lot on exhibition real estate, researched the target market, designed elaborate displays or splashed out on expensive event sponsorship at a conference. Job Done? You’re about to...
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