Everyone loses a sale once in awhile. I’ve lost sales just as you have. Everyone once in awhile a sale you lose can come back around and give you a second chance. A few years ago, back before I knew how to negotiate up...
Read MoreSome things seem like they should be obvious. Making direct requests of your prospects is one of those things that seems like it is just right, and that it should just work. What Jeff Black wrote me yesterday shows this is not...
Read MoreThe other day I got an email from someone who thought he was smarter than ole Shameless here. He wrote.. Sure, anyone can close 90% of their deals if they cherry pick and only go after the best leads. I think you’re...
Read MoreThe day after meeting with the Director of Sales, I called him up and told him I wouldn’t be pursuing his business. I had met with him once and I had spoken him by phone once. And I knew all I needed to tell him No. He was...
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