This blog post is about three things:

1. Smarketing strategy #2
2. How decision makers buy
3. How to shorten your sales cycle

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This blog post is about three things: The four best winning questions My webinar with Keith Ferrazzi Trigger Buzz#9: Tonight @ 6:00PM PST – Closing 4 Winning Questions In my last blog post I introduced what I thought was the [...]

Top Sales Book of 2010 UPDATE: December 16, 2010 – SHiFT! Wins the Bronze Medal behind industry heavyweights Art Sobczak – Art discusses my Trigger Event Selling™ expertise and the Won Sales Analysis™ worksheet starting on page 40 of his book Smart [...]

The single most important factor to consider in using social media to sell more is to make sure your social media efforts are reaching your primary target market. I say this because even the wrong activities focused on the right [...]

The #5 mistake I see sales people and entrepreneurs make is either not analyzing their sales or doing a ‘Lost Sales Analysis’ INSTEAD OF conducting a ‘Won Sales Analysis’. Here is something I find interesting. If you use Google to [...]

In previous posts – Back on Track … Finally! & What’s The Big Deal About Trigger Events – I described how to increase close ratios, shorten sales cycles, and increase margins by getting to buyers when they are in the [...]