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A Sales Organization’s Struggle: Hunting vs Farming

Does your business lend itself to customers consistently placing “orders”? Are you lucky enough to enjoy easy & automatic renewal of business? If so, stop reading.  Most salespeople have to endure a daunting balancing act – a balance between two activities: 1, the management of current accounts (farming) & 2, going out & finding new …

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3 Ideas to Help you Stop Asking for Referrals & Start Asking for Introductions

Referral. The very word gives people an upset stomach. The thought of putting myself out there & the chance that something could go wrong… “Nope… I can’t think of anyone.” You’ve all been there. On both sides: As the consumer: A salesperson asks you for a referral, “Do you know anyone that I should talk …

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If They’re Not Talking, They’re Not Buying

The title says it all! In the field of communications, radio silence refers to a period or condition when radios are not transmitting.    In military operations, radio silence is usually a command issued from above, as out of fear that an enemy might intercept a signal. And maritime radio operators, for example, might follow a directive of radio …

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Price Increases. Time to Increase my Customer’s Price, Again!

It’s inevitable. In 2022, businesses in almost every industry see the need to increase prices. This is happening for a number of reasons, including: An increase in the money supply A decrease in the production of goods & services An increase in global demand for goods and services It’s called inflation & it is ON! …

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