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How To: Get Your Price

How To: Get Your Price

How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step,...

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Tips for Working Through Objections to Your Pitch

Tips for Working Through Objections to Your Pitch

As a salesperson, you may be familiar with the bane of a sales pitch; objections. Sales reps might make their livings...

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What To Add To Your Sales Presentations

What To Add To Your Sales Presentations

A sales presentation is one of the most vital aspects of a sales pitch. During an effective presentation, you make...

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How To: Sell Against Lower-Priced Competition

How To: Sell Against Lower-Priced Competition

Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify...

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The 5 Keys to a Successful Sales Process

The 5 Keys to a Successful Sales Process

What exactly is a sales process and how is it different from a sales methodology? Which do you need to focus on to get...

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5 Tips for Selling to Executive Decision Makers

5 Tips for Selling to Executive Decision Makers

The key to success in sales isn’t just getting in front of the right people. The key is to make sure you’re...

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Space – The Learning Frontier: How Brooks(OS) is Making Lessons Stick

Space – The Learning Frontier: How Brooks(OS) is Making Lessons Stick

In the famous science fiction franchise “Star Trek,” space was considered the final frontier.   At The Brooks...

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Navigating the Difficult Journey: Practical Advice to Win at Negotiations

Navigating the Difficult Journey: Practical Advice to Win at Negotiations

From the dawn of humanity, we can assume, there was someone who was creative enough to make a needed product – perhaps...

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Keep It Simple, Salesperson: Wowing Your Technical Client Doesn’t Always Mean Matching Wits

Keep It Simple, Salesperson: Wowing Your Technical Client Doesn’t Always Mean Matching Wits

For those who are charged with selling a technical or highly specialized product or service, it’s understandable that...

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Does Your Sales Team Pass the “Candy” Test? Analyzing Skills and Processes

Does Your Sales Team Pass the “Candy” Test? Analyzing Skills and Processes

  I was thinking recently about the twin challenges facing sales leaders who are hoping to achieve sales...

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