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Buyer Bias: How Deep is Your Dive?
We all know that qualifying prospects involves confirming BANT (Budget, Authority, Need, Timeframe), but what about the more complex fit issue of “Bias”? Most sales people know that Bias is where the...
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Your 3 constant competitors, and how to beat them
There will always be competitors upstream, downstream and alongside your solution offering. Neutralizing three other constant competitors first, however, often spells the difference between receiving...
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Ready for Sales CRM or Marketing Automation?
Technology solutions tend to exaggerate things. If you have a good process, implementing a technology solution will improve it. If you have a bad process, likewise that effect will be magnified. In...
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Sales Pipeline Best Practice (reference chart)
Having led goal-beating sales and marketing teams (details: see my LinkedIn profile), I have found that cross-functional synergy to be an essential ingredient in business success. ~Ed To help keep...
View Article2019: The #SummerofData
Ah, Summer. A time of great joy and great dread. Lounging in this beach chair, thoughts inevitably drift back to that upcoming client presentation, and I begin to think about ways to make data more...
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