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Top 10 Trends in Sales and Business Development for 2014

Top 10 Trends in Sales and Business Development for 2014

Consultative selling, Consulting, Customer Service, Grow Revenue, Hiring Sales People, Sales Eduction, Sales Tip, Same Side Selling, Upside-Down Selling

Will companies be hiring more salespeople in 2014? What will companies do to stand out from the competition? Will CRM systems expand or contract? How will the economy impact business growth? These are some common questions I hear as I address audiences around the...
The Best Way to Price Your Services

The Best Way to Price Your Services

Blog, Consultative selling, Customer Service, Grow Revenue, Lawyer, Pricing, Professional Services, Sales Tip, Upside-Down Selling

How do you come up with pricing for your services? I graduated from one of the top 25 economic institutions in the world. I recall lectures about how to generate pricing models based on costs. The topics were challenging, thought-provoking, and in

What Happens in Vegas Should Inspire Your Business

What Happens in Vegas Should Inspire Your Business

Blog, Consultative selling, Customer Service, Grow Revenue, Sales Tip, Upside-Down Selling

I spent this past week with a group of outstanding Maverick1000 CEOs focused on learning, enjoying, and giving back. The anticipated highlight of the agenda was meeting with Tony Hsieh, Zappos’s CEO, and touring the Zappos headquarters. Tony

Why Phone Calls and Meetings Don’t Result in Sales

Why Phone Calls and Meetings Don’t Result in Sales

Blog, Consultative selling, Grow Revenue, Professional Services, Sales Eduction, Sales Tip, Upside-Down Selling

I recently received a sales call from an individual saying he “wanted to setup time to meet with me about his firm.” The caller’s introduction was vague and gave me no information into what services his firm provided. It turns out the caller was an

Is your client rooting for you to fail?

Is your client rooting for you to fail?

Customer Service, Pricing, Sales Tip, Upside-Down Selling

I was at dinner last night with my wife and our 12-year-old son.  We went to a steakhouse, and I noticed a few mistakes from our waiter that I often see in business. When he approached the table, he did not smile.  He was professional and courteous, but was simply...
The Danger of Upselling in Sales

The Danger of Upselling in Sales

Consultative selling, Customer Service, Grow Revenue, Sales Results, Sales Tip, Upside-Down Selling

Anyone who has ever placed an order at a fast food restaurant has heard the question “Would you like fries with that?” Fast food establishments use this technique, referred to as upselling, to grow the size of an order. It is easy to understand why upselling is...
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