5 Ways to Prepare for Networking Events

If you want to make the most of networking events you need to plan ahead. Ask yourself these questions: 1. Why are you attending the event? 2. What kind of audience is this event targeting? 3. Who will

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Networking: The Most Important Thing You Can Do For Your Business

Networking is one of the easiest and most important things you can do to increase sales. But just showing up doesn’t cut it. This series will show you how to make the most of the networking events you

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8 Questions You Need the Answer to Before you Can Close the Deal

Closing the deal doesn’t have to be hard. It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their

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No Bull: In Sales Silence is Golden

By Hank Trisler, Author of No Bull Selling: 2010 Edition, and reprinted from SalesGravy Silence used to terrify me. When I was a much younger man, just beginning to learn how to sell, I was convinced that

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Can You Close Deals in Your Flip Flops?

How to Close More Business Over the Phone By Jeb Blount, reprinted from SalesGravy.com While attending a conference last month a fan walked up to me and asked, “Do you think outside sales is dead?” 

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Go for No

Hooray! The Prospect Said NO! by Richard Fenton & Andrea Waltz (reprinted from the Sales Gravy Newsletter) You walk out of the office, shoulders slumped and head hanging low. The meeting did not go

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7 Quick Read Tips for Increased Sales

by Michael Dalton  (reprinted from the Sales Gravy Newsletter) I read perhaps fifty sales advice articles every month. While some of what I read is theoretical, technical or simply a disguised sales pitch,

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People you Should Know

This was originally featured in the Reno Gazette Journal. People you should know: Alice Heiman Background Working for Miller Heiman Inc., lead me to where I am today. I spent the first 13 years of my

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8 Secrets of the World’s Most Successful Business People

by Maribeth Kuzmeski (reprinted from the Sales Gravy Newsletter ) It’s a question most of us have asked ourselves: What makes successful people so, well, successful? It’s tempting to think

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Ducks Quack, Eagles Soar

No one can make you serve customers well….that’s because great service is a choice. Harvey Mackay, tells a wonderful story about a cab driver that proved this point. He was waiting in line

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