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Stop Pitching People on LinkedIn

show up and throw upPlease don’t invite people to connect on LinkedIn if you really just want to sell them something.  Social media is a great tool for researching prospects and referral sources, and for sharing interesting, relevant information. But it is not the place for a sales pitch. (more…)

How Oprah Mastered Sales at a Young Age

How Oprah Mastered SalesIt was a treat to see Oprah Winfrey speak recently in my hometown of Seattle. I flew in from Boston specifically for this event. It only made sense since I had flown from Seattle to hear her speak in NYC about four years earlier. (more…)

Never, Ever Give Up!

Jill Konrath Bernadette McClellandTen years ago, I made the conscious decision to leave the corporate world where I held a very senior sales role for a company I was extremely proud to work for, a company I had progressed up the ladder over a 15 year period and a company I felt was home. (more…)

Take Initiative: Making Connections That Count

take Initiative making connections that countMany of us attend conferences and professional organizations for continuing education, but these can be great opportunities to make new connections, if we have the right mindset. Approaching new people can be difficult because of obstacles we put in front of ourselves as well as those innate to a learning setting. As a result, you leave events without making meaningful contacts. (more…)

3 Levels of Value

3 levels of valueSellers used to deliver on their buyer’s priority value. If a buyer preferred “made in the USA,” the seller offered products manufactured in America. As competitive pressures increased, marketers created “added value” to ensure buyer loyalty with everything from the old S&H Green Stamps to today’s Box Tops for Education. B2B selling followed suit, incentivizing buyers with various bonus programs. (more…)

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