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    Avoid the pot bunkers of selling

    The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. As an avid golfer, I am intrigued by the parallels the sport has to sales. Yes, there have likely been hundreds if not thousands of articles written about these parallels. But my twist is a little different.

    How to unlock the double black box of sales data

    Never in the history of sales, have sales organizations had access to so much data. Yet when I talk to company leaders, many are frustrated by the fact that more data has not translated to greater visibility, better collaboration, or more effective communication.

    How to sell when you're not a salesperson

    One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long ago, a potential client called asking for help with a tax issue.

    Our customers don’t know what they don’t know

    Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process.

    Can a sales process help sell value?

    Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

    sales process

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