5 Irrefutable Signs It’s Time To Fire Your Salesperson

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One question I get asked a lot: Should I fire my salesperson or give them a second chance? Obviously, the answer is very situation-dependent, where you have to determine if the offense is unforgivable...

A RETURN To Selling: The Proud Profession

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Where have all the sales pros gone? The dictionary defines a "professional" as someone who is highly skilled in their area of expertise. The thesaurus offers synonyms such as “specialist,” “authority,” and “expert.” Someone is...

One BIG Reason You’re Not Able To Find And Recruit TOP Sales Professionals

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I’ve been in sales my entire life and have sold in a wide variety of situations: door to door, face to face, in the boardroom, one to many on a webinar, and from on...

What Marketing Can’t Fix

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As many of you know, I lost my dear, sweet boy, Ozzy, to congestive heart failure early in November. Now, a glutton for the next heartbreak, I’m looking for a new pup and have...

The MOST Important Quality To Look For Right Now When Hiring

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A few months ago, I hosted a private dinner in an undisclosed location with a dozen highly successful tech-industry CEOS, all running eight- and nine-figure businesses. Toward the end of the night (and after...

3 Key Decisions To Beat The Recession And Get Customers Spending Now

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“The winds of grace are always blowing, but it is you that must raise your sails.”  –Tagore, 1913 Nobel Prize Winner When I was a kid, my dad had a small, 24-foot sailboat we’d take...

The Secret To Landing Larger, Better, More Lucrative Clients

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Over a 4-month period, Tom Andrulis, CEO of Intelligent Technical Solutions, exploded his business. Sending just five letters to a small list, he closed over $24,000 per month of recurring revenue and $45,238 in project...

10 Things To Make Your Sales Letters Produce More

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If you are sending out “snail mail” letters for the purpose of prospecting, here are a few design and layout strategies to improve the response and results. But remember: The list, offer, and copy...

Back-To-School Marketing 101: Sell SOLUTIONS, Not Products

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Check out this extremely clever ad from Gwyneth Paltrow’s company, Goop. While the company (and Paltrow) have drawn criticism for her controversial health and lifestyle tips, the brand is thriving and targeting a wealthier...

How Much Money Leaks Out Of Your MSP Every Day?

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Is it a trickle? Or a FLOOD? A while back, a client requested an appointment with me to go over the “failure” of his website to generate leads. He had used a template we gave...