Local Online Marketing: Claude Whitacre Interview

In my own experience as a Fortune 1000 franchise operations executive, I learned that “Local Wins” in B2C. The public strongly prefers to buy from a local source: they will phone a local area code instead of a 1-800 number. Sometimes we had franchise offices on opposite sides of the same town, and prospects only […]

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Generation Y Trainer Eddy Ricci Interviewed by Jason Kanigan

I spoke with author Eddy Ricci, Jr., about The Growth Game and his experience training fellow Gen Y salespeople. His company of the same name, provides Gen Y the skills necessary to optimize their results. We learn from Eddy that Gen Y: requires more consistent feedback in the workplace learns best via customized training programs […]

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Sales Trainer Monika DAgostino On Commitment: Interview by Jason Kanigan

Monika D’Agostino and I discussed her experience as a consultative sales trainer, and trends she has seen in sales training. Her eight month sales training certification program may sound long term, but it’s why she’s been successful. New habits take 30 days to ingrain, as any personal development coach will tell you. And Monika’s program […]

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Fortune 1000 Sales Process Developer Richard Ruff Interviewed by Jason Kanigan

I spoke with sales process developer Richard Ruff, who has three decades of experience with large scale sales training projects for Fortune 1000 companies. His concentration is not upon a specific skillset, but rather how salesforces can adapt to changing markets and buyer behavior. You might recognize his clients, some of which I’ll list here: […]

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New Blog at SalesTactics.org

I’ll still be posting significant events, interviews etc. here, but I want you to know that I’m now running a daily sales tips blog at http://www.salestactics.org. It’s free, fresh content is posted daily, and we have tactics and downloads. I welcome you to visit, comment–even or especially if you disagree with what I have to […]

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Sales Force Developer Dave Kurlan Interviewed by Jason Kanigan

Two years have passed since my last interview with Boston-area sales force developer Dave Kurlan–and he agrees it’s felt like a much shorter period! Today we talk about his recent article in Top Sales magazine, downloadable here (starts on page 16), and the topic of prospecting by phone. Dave and I discuss: * Who is […]

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Bob Bly On How New Copywriters Can Land Clients: Interview by Jason Kanigan

One of America’s top copywriters, Bob Bly, speaks with Jason Kanigan about how new copywriters can find and close new clients. We discuss: What ‘bait’ you can use to attract potential clients, and how to get traffic to it How to make sure your first clients can afford a $1000 or more sales letter What […]

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Guest Posting On Handling Rejection: “No” Is Not The End Of The World

Do you get discouraged because you hear “No” when selling? Do you shut down when they tell you, “No thanks, we’re not interested,” before you even get a chance to tell them what you do? Jeff Steinmann’s “How To Quit Working” is THE manual for leaving the corporate world behind and starting your own business. […]

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What’s Wrong With Sales Candidate Assessment Tests

Recently I responded to an inquiry asking if I would make a sales aptitude test to assess sales job candidates prior to interviewing. The prospect’s idea was that I would use my experience to develop some questions that would “smoke out” how good or bad the candidate was at selling. My answer will surprise you: […]

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