How to Answer The Question: How Much Does It Cost?

Does this ever happen to you? Many prospects will ask me early on in sales discussions (and several times during the rest of the discussion): “how much does this cost?” It doesn’t take long to realize that they have been conditioned to expect salespeople to spit out prices like a witness on truth serum. Unfortunately […]

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Like Us On Facebook? (Why?)

You see it every day: Businesses plastering this request all over their storefronts, their trucks, etc. trying to get as many Facebook likes as they can. It’s nice that customers are willing to do this, but what does it really mean to a business? To their prospects? Not much and here’s why: A Two Second […]

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Zombies, Snapchat & Content Marketing – You’ve got about 10 seconds

by Don F Perkins What do zombies, snapchat and content marketing all have in common? You guessed it. In each case, you’ve only got about 10 seconds. This came together for me recently, as I noticed a pattern evolving that should mean a lot to zombie survivors, snapchatters and content marketing professionals alike. You’ve Only […]

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Are You Still Seeking Approval in Sales?

by Don F Perkins If you’ve worked in sales any length of time you know that sales is way more than 90% mental, and if you’re not prepared mentally, you will lose. I propose a new game. It starts with being 100% mentally prepared to win. It Started When I Was Young One of the […]

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What’s The Best Type of Content Marketing For Your Business?

by Don F Perkins Traditional Push Marketing Gets You Ignored It happens every day: OldCompany.com throws gads of money at trying to rank on the first page of Google.com. Then when you visit their site, it reads like a slick brochure written in the 70s.com: “Hey! Welcome to OldCompany! We’re the best! We’re world class!” […]

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Do You Know What Your Customer Is Thinking? AKA: 6 Thoughts That Can Stall a Complex Sale

by Don F Perkins Say What? Your customer is thinking a lot of things that they will probably never actually say out loud. Maybe they are shy, or just being cautious, or maybe they don’t know quite how to articulate what it is they are feeling. One thing is for sure though, if you read […]

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Think. Push. Talk. – Six Powerful Lessons From Successful Sales Missions

by Don F Perkins Recently I had the pleasure of listening to Navy Seal Robert O’Neill, a highly-decorated team leader with the Naval Special Warfare Development Group, speak at a sales conference. His slogan? Never quit. The wisdom he’s gained from a life built on successful missions (over 400 missions) is amazing. He told many […]

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Always Be Learning: Why You Should Always Ask Why Until You Understand

by Don F Perkins Our minds are one of the greatest things about being human, and learning from one another, one of the greatest privileges of humanity. The Nonstop Student: Critical Thinking My wife and I home-schooled our two children from the time they were five to age fourteen. and one of the things we […]

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How To Change When You Can’t – An Average Person’s Confession

by Don F Perkins disclaimer: If you’re happy with a life of mediocrity, you should stop here. This post is not for you. For the rest of you: Congratulations. This is the start of a new year and most people are talking about new year’s resolutions. Meanwhile, being the iconoclast that I am, I’m thinking […]

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Infographic: Contact Forms For The Marketing Ninja

(A guest post by Lisa Margetis ) One of the biggest issues for many of my clients is converting browsers into customers. They get lots of traffic to their websites, but not lots of calls. This infographic is a nice compilation of marketing research data around the science of building more effective contact forms on websites. It’s […]

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