The elevator speech is dead. That was my pronouncement in last week’s blog. The reasons: Elevator speeches are too vague, too canned, too...
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Ten years ago, clients asked me to help their sales teams to perfect their elevator speech. Not anymore. It’s dead. Nobody has time to listen to...
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Salespeople are typically the nicest people in the room. They ask about your family. They laugh at your stories. They empathize with your hard...
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Not everyone longs to be THE boss of a large team or organization. But given a choice, most of us would like to BE our own boss. We want the...
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You’ve interacted with your prospect a couple of times—either on the phone or by email. You’ve researched the organization. You’ve...
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No, it’s not just you. You’re not just imagining that half the blogs and books you’ve read in the last few years have urged you to learn to...
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