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Leadership Challenge – What Kind of Leader are You? 24 Aug 2013 | 09:17 pm
by Don F Perkins I had a discussion recently with one of the most successful business owners in my community. He’s built several businesses from the ground up and doesn’t really need to work anymo...
Content Marketing: Likers Are Great, But Where Are All The Buyers? 17 Aug 2013 | 03:57 pm
by Don F Perkins A lot of companies have drunk the Kool-Aid of content marketing. Traditional marketing is dead. It no longer works in today’s market. Yada, yada. So they start blogging and tweeting,...
The Real Meaning of No – Objection Handling Through Deductive Reasoning 10 Aug 2013 | 06:08 pm
The Sea of Sales Objections by Don F Perkins Anyone in sales knows well the immutable refrain: “No, I’m all set.” Objection handling in sales is a huge issue. How huge? Statistically anywhere from o...
I’m Sorry. This Has Mostly Been About Me… 3 Aug 2013 | 04:49 pm
By Don F Perkins There’s a powerful and destructive problem that seems to keep popping up in discussions with my network lately: Many people seem to have a problem listening to others when they speak...
3 Simple Rules For Making a Comfortable Living in Sales 28 Jul 2013 | 12:09 am
I had a great chat with Townsend Wardlaw last week about sales and entrepreneurship. Townsend spent many years as a highly successful salesperson and executive leader before starting a few companies o...
Sales Direction – 5 Big Questions For the Sales Manager 20 Jul 2013 | 07:39 pm
It’s a sad story. One that’s been told before. The sales team is struggling to make appointments, close rates are abysmal. Customer satisfaction is at an all time low and so is moral. What’s wrong? Th...
Time Management – Introducing the 28 Hour Day 13 Jul 2013 | 09:03 pm
Time management is a crucial success factor for salespeople and really, for anybody who is trying to stay employed. Wouldn’t you be rich and famous if you could invent the 28 hour day? I’m working on ...
Why Prospects Aren’t Returning Your Calls and 4 Ways To Change That 29 Jun 2013 | 10:46 pm
Excitement & Enthusiasm “Oh good! I’ve been waiting for you to call me!” That’s what we all hope our prospects are thinking when we contact them, right? Yet for many salespeople, that’s rarely t...
Sales Success Roadmap – 7 Principles That Are Working 24 Jun 2013 | 01:43 am
One of my LinkedIn connections recently sent me a message: “Don, I just wanted to reach out to you and let you know you are one of my favorite people to read sales advice from. I’m in the infancy of...
Good Content Always Gets Shared: 7 Characteristics of Good Content 16 Jun 2013 | 02:25 am
I thanked a Twitter follower for retweeting one of my blog posts recently and he tweeted back: “Good content always gets shared.” It was a great compliment, and it also got me thinking: What is “good ...
