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The Seven-Letter Dirty Word in Sales sales-misc Sales "The proof is in the process" Michelle Vazzana From the Editor's Desk
Jan 14

Sales Misc.

Sales Process concept on blackboard
"The proof is in the process"

The Seven-Letter Dirty Word in Sales
Some dirty words start out as dirty words, but other words develop into curse words over time due to an association with something negative. There is one such word... MORE
  • Michelle Vazzana
  • Estimated reading time: 4 min read

  • Hummy's
    Highlights

    1The unpredictability of sales calls for structure. 2Task clarity activates motivation. 3Ambiguity spoils performance.
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Rules for Talking With Gatekeepers sales-misc Sales Gain their cooperation Walter Rogers From the Editor's Desk
Jan 13

Sales Misc.

Fire abstract on black background
Gain their cooperation

Rules for Talking With Gatekeepers
Receptionists, clerks, secretaries and administrative assistants are the “gatekeepers” of business. An experienced gatekeeper is usually adept at screening cold calls and recognizing sales professionals who attempt to reach... MORE
  • Walter Rogers
  • Estimated reading time: 3 min read

  • Hummy's
    Highlights

    1It's not personal; their job is to keep you out. 2They are more likely to offer you info vs. access. 3Drop by, then call for an appt. They'll remember you.
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