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Tag Archives | Sales Strategy

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Persistence or Annoyance

I was recently visiting an established client and saw the opportunity to “drop In” on a potential client that I had been repeatedly trying to contact. Why wouldn’t you, I hear you ask? I approached reception and introduced myself and asked to speak to the principal of the college (let’s call her Bernie for anonymity’s sake) […]

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Selling the Solution, Not the Product

Selling can be sleazy when it’s manipulative. “Let me convince you to do something, so I’ll get what I want.” If you want to grow your business, and feel good about yourself at the same time, it’s necessary to change the way you think about “selling.” Everyone buys things. If you provide a product or […]

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The Most Common Sales Fallacies

For many years, I have struggled and beaten off my competition through hard work and failures.  I have read many books and many articles on how to be the best Salesman or the Best Marketer and have tried implementing all the advice.  I am sick to death of all of these How-To guides and the […]

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A Strategic Competitive Advantage also Requires a Competitive Strategic Sales Strategy

Although Strategic Planning requires alignment of a multitude of separate and critical organizational areas, a major part of any Strategic Plan is a sound, competitive strategic sales strategy with appropriate and effective goals and related action-step / follow-up requirements clearly enunciated.  We have alluded several times in my articles to the ever increasing ability of buyers (and competitors) […]

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Sales Strategy Implementation: Why Culture Matters

Note from the Editor:  Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience.   Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise.  During his career at […]

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Implementation: Turning Sales Theory into a Reality

Scores of manuscripts, books, periodicals, and assorted publications have been written about Sales and Sales Management–most of which are brilliantly conceived and well intentioned.  The reader understands the basis of the information either theoretically, conceptually, and/or, as a practical matter, “gets” its significance. But, something might be missing and that something is: HOW do I do […]

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