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Strategic Selling
All of us preach the basics of selling and encourage all sales people to go “Back to the Basics” of building value in yourself and your product. That’s a given particularly in today’s competitive environment. Much time and effort is invested in training your sales force on product knowledge, features, benefits, and closing tools. Little time is invested in training on the “Strategy of Selling”. This is what I am referring to.

Other shotgun blast Related Articles

DRM…Pirates Helped in Ways They Didn’t Plan
Digital Rights Management (DRM) has been the rallying cry for the motion picture industry for years. Contending they are losing billions of revenue each year they have struck out against individual consumers. The latest blast of hackers may have done the marketplace and consumers a big favor.
Are You Guilty of Shotgun Marketing?
"Shotgun marketing" is basically going about marketing your business without a strategic plan, complete with measurable and meaningful outcomes, strategies, and specific action steps, as well as a plan for consistency. The cure for the shotgun approach to marketing is "Lifetime Laser Marketing." Read on to learn more...
The Art of Speed: Conversations with Monster Makers
I had a blast organizing and moderating the “Art of Speed” panel at the incredible SXSW conference a few months ago. It was standing room only (at least from what I could see), and I learned a ton from some of the best at creating monster hits.
Service Professionals Can Increase Sales By Swapping the Elephant Gun for the Fly Swatter
How many times do salespeople especially those involved in services attempt to sell an elephant gun for a solution with the fly swatter would work perfectly fine? Too often in the quest to increase sales, companies forget about the needs of the customer and focus on their own immediate needs – filling their pocketbooks. What happens is the shotgun or what I prefer to call it the elephant gun to kill the fly approach.
Shotgun Vs. Rifle Approach
Too often we shot gun versus rifle our day. When we try to accomplish too many tasks in one day, we are seldom effective at very many of them. The more scattered your plans, the less effective you will appear and appearance most likely will mirror reality. With the shotgun approach, a person tends to run from activity to activity quickly, but never really accomplishing any one project well.
Watching Valentina
It has been a fun few weeks around my house. I’ve had two lovely visitors from Germany, my girlfriend Valentina and her mom, Barbara. Of course, we’ve had a blast traveling around and seeing the sights of Virginia and DC and blathering away in our own bizarre mix of English and German. What struck me, though, was how much I learned from watching Valentina.
DNA BRANDS INC., F/K/A/ DNA Beverage Corporation Fires up 'Start Your Engines' Publicity Program
When 'great tast' is in your DNA, you want to blast that message out to the beverage world
3 Fearless Rules - The Formula For Powerful Presenting
Blast out fear once and for all. This fear-busting plan is the instant anxiety-buster you've been looking for.
Confirmation Bias and Groupthink
Look for glass ceilings in your company as likely indicators of a confirmation bias at work. By adopting the "it's this way for a reason" approach, you'll challenge those reasons with objective data, begin to identify root causes, blast beyond groupthink, and begin building real change strategy.

Buyer Personas are the Foundation upon which Demand Generation is Built
Looking to improve revenue results? Then don’t blast out emails or buy PPC ads. Instead, invest in the foundation of great B2B marketing programs – Buyer Personas.
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