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Eyeball Your Prospect – Virtually

Posted by Cliff Pollan on 29, May, 2014 8316110_m

  Turn on your camera. Yesterday, I was on my third meeting with a prospective client.  They set it up on their Bluejeans account. Different than many virtual meetings, it was a video call by default. Early in April, I  had a four way meeting with a prospect on their

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CEOs – Give your sales team the support it deserves

Posted by Cliff Pollan on 18, May, 2014 Verizon proposal

  I was in a local restaurant recently when a rep from Verizon stopped in to call on the owner. He was polite, but it was lunchtime, and he quickly realized that the timing was not right. The next day, I was having a meeting with a prospect in our

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#1 Secret of What Sales Winners Do Differently

Posted by Cliff Pollan on 16, May, 2014 Mike Schultz


By Mike Schultz

Everyone knows that the Internet has changed the world of selling. Here’s the big summary: the Internet gives buyers power because they have access to more information, and it also levels the playing field to an extent because buyers can find more sellers. In other words, better informed buyers and increased competition.

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Collaborative Selling – No More Product Demonstrations

Posted by Cliff Pollan on 14, May, 2014 Blackboard

  I was watching broadcast news, a rare occurrence, when an  interesting segment came on about a principal who had decided to flip the way that his school engaged with their students. Instead of having the standard process of lecturing in the classroom with students doing homework in the evening

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Great Time To Be A Salesperson

Posted by Cliff Pollan on 11, May, 2014 time of your life

It’s a great time to be a salesperson. Surprised by that statement, given how much is written about how much sales is changing and how hard it is? It is true – change is hard. At the same time, change creates opportunity. More than ever, prospects are valuing salespeople. Again,

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Be Relevant or Be Deleted: The Top 10 Ways to Sell Value

Modern buyers turn to massive amounts of information through web searches and crowd-sourced feedback before they even think of turning to you.