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Making Cold Calls Great Again

Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls -- or maybe better stated -- lack of effectiveness. One comment in particular jumped out at me and really got me to thinking about a future where … [Read more...]

The 5P’s of Successful Sales

https://youtu.be/ObbAdLzAgT0 Sell Greatly -- the 5P's featuring Tom Martin We've all heard about the 4P's in Marketing -- Product, Price, Place & Promotion -- but have you ever studied the 5P's of Sales? If not, read on and/or watch the quick … [Read more...]

What’s More Important: Fame or Authority?

Before we can answer that, we must define the difference between these two similar but decidedly different adjectives. Personally, I believe the difference between fame and authority is really quite simple. Famous people are known but authoritative … [Read more...]

Social Agents: Your Unpaid Sales Prospecting Team

There are two kinds of people in digital networking: social agents and prospects. You’ve probably already figured out what prospects are, but maybe you’re wondering what agents—especially social agents—have to do with growing your business. Social … [Read more...]

The Power Of Patience In Profitable Sales Prospecting

Our Sell Greatly approach is based on the 5 P’s — Proximity, Preparation, Presence, Patience and finally Preference. After a recent Sell Greatly Keynote, a sales manager quibbled with the third P - Patience. “I’m not sure I agree with the … [Read more...]