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The Professional
There’s been a raging debate in one of the forums I follow – “Can anyone be a great sales person?” It’s a loaded question with no clear answer, and the back-and-forth comments show a split among...
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Sales People Must Become Consultants in 2011
Old School Selling Product knowledge used to be a key part of the sales role. “Tell me what you have, how it works, features, benefits, etc.” Google has changed all of that. Today the purchase...
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Vendor or Advisor? The Green Lawn Gets It.
When the guy comes by to cut my lawn, he’s a vendor. If he suddenly becomes an expert on soil conditions, timing of treatments, pros and cons of various products (including organic options that build...
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Companies Choose Who They Buy From
Photo by Hannah Stelzl Companies choose whom they do business with. Executives choose their advisers while IT has theirs. Who will the IT person choose to do business with? Someone they enjoy eating...
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Making Money with Security – Online
There are only 8 seats left in my January Virtual Workshop – don’t miss this! We’ll be covering the materials from my most popular workshop, Making Money with Security….all through an Interactive Webex...
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Vendor to Adviser
This week we have our final teleseminar – Moving from Vendor to Adviser, Friday at 11:30 EST. There are many things to cover here… http://www.stelzl.us/business_strategy_TeleS.asp 1. People don’t just...
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The Movie-Star Experience
Growing up, I thought like many young boys, that being a movie star meant they actually experienced what we see in movies. In case you still think that, it’s far from true. On my recent trip to...
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Mack Hanan (October 1, 1925 – November 26, 2010) – Sorry to see him go
My personal copy! I was shocked this morning as I reviewed last nights blog traffic on my site – one of the searches read, “Mack Hanan’s Obituary! Almost a year after his death, and I am just now...
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