It is not your customer’s job to remember you. It is your obligation and responsibility not to let them forget you. We all know it is easier to resell your satisfied customers than find new ones. However, you are failing your customers if they don’t know how you can serve them in different ways than […]

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Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I agreed, we have no idea how we managed to sell anything before we met Patricia!” He told me, “It takes a year for us to get the opportunity to deliver an hour presentation […]

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“Patricia, what is the biggest mistake sales professionals make?” I was recently asked this in an interview. My answer? Not rehearsing. I expected to hear, “We lock the presentation team in the board room for a week. We go over our parts, video, and review. Then we bring in at least five different audiences of […]

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With current technology, you might not be surprised at how often I’m asked, “How do you use video in your business?” As often and in as many ways as possible! We have a green screen, professional lighting, and great recording equipment, and my assistant has become highly proficient at adding backgrounds, images, and branding. This […]

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Selling to large enterprises can be complex, but your sales presentation does not have to be. You are often speaking to the audience of your audience. In other words, your presentation will be repeated and discussed for months with individuals you may not have met. When your message is clear, concise, and focused on the […]

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If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility. Imagine that you have a satisfied client company […]

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Prospecting can be one of the most frustrating aspects of selling. Leading sales strategist, Jim Pancero shares this four-step process to reduce frustration and increase results when you reach out to prospects.  Discover how your personal selling style and philosophy could be dramatically impacting your level of success. You will learn what it takes to gain an advantage. We know you’re good, […]

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You’ve probably heard, “A confused mind always says, ‘No.’” Well, it’s true. In my work with sales professionals, I remind them that unnecessary industry jargon can overwhelm prospects. David Hoffeld, author of The Science of Selling would add that too many options can also overwhelm. David was my guest at a recent FrippVT Sales Series web […]

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I teamed up with leading sales strategist, Jim Pancero for an event on advanced sales skills. We discussed how individual selling style and philosophy can dramatically impact a sales professional’s success and how to gain an advantage. In this article, Jim shows us that you cannot assume that an experienced sales professional is a competent […]

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