Smart Selling

Am I smiling because I’m happy, or am I happy because I smile? There is a wealth of psychological research, which suggests that happiness is, in many ways, an individual choice; that our outlook on life is driven as much …

Trying to connect with a promising prospect is sometimes analogous to that chewy chocolaty goodness at the center of a Tootsie Pop. It takes a lot of touches before a sales rep can unlock the opportunity hidden inside the lead. …

There are many reasons a prospect may not convert to a customer - some are in your control, most aren’t. But running through your canned pitch, without understanding more about the buyer, is the surest way of ensuring that you …

Don’t call us we’ll call you. It’s almost become a truism to say that prospects will only get in touch when they are ready. After all, the internet has empowered us to become more informed consumers. Most of us read …

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