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by Shawn Karol Sandy

As progressive sales practitioners we work hard to get our clients focus on articulating and demonstrating their value to earn more sales. Recently, a business owner I’ve met several times, let’s call him Mr. Discouraged, approached me at an event and he said to me, “Look, I read your blogs

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Topics:Customer ExperienceSales StrategySmall Business

by Shawn Karol Sandy

“Just the facts, ma’am” – is the iconic line parodying detective Joe Friday from the old show Dragnet. Meant to demonstrate the character’s dry approach to interviewing witnesses, sometimes I feel like I’m meeting a live “Joe Friday” when I’m approached by someone trying to sell me a product. No

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Topics:ProspectingStories That SellGrowing Small Business

by Shawn Karol Sandy

If you’re looking for great competitive advantage in your selling efforts, this practice will help you convert more prospects to customers and attract your ideal buyers: Sell to real people, not robots. Seems kind of obvious, right? But in our zeal to mechanize the sale process so we can pave

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Topics:Professional DevelopmentBuyer PersonaSales TrainerStories That SellSystems That ScaleMessagingBuyers Journey

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