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      WHAT PEOPLE SAY

      An excellent article – very relevant for Sales Executives and Sales Managers. The establishment of Value is so crucial to converting a Prospect into a Client. I am always reminded of the adage of “In the absence of value, decision makers default to price.” When a potential customer defaults to price, we as Sales Executives have not performed our job properly. Please keep sending your communications, Sharon. They are important.

      — Richard Hardaway, Director of Sales and Marketing, SCI Electronics, Inc.

      Sharon's Blog:

      How retailers get b2b'ers thinking

      November 30, 2016

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      Sharon A. Day

      Personally I do not take part in black Friday. The thought of shopping in that environment, no matter how great the deal, makes me cringe.   But there are some things that this past weekend of frenzied retailing can lead b2b clients to reflect on.

      What do your empl...

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      4 performance issues you can't ignore

      November 17, 2016

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      Sharon A. Day

      Whenever businesses have a performance gap one or more of these issues are present. If any of these apply to you the good news is they can all be fixed.

      Talent isn't properly aligned with their role

      There's been tons said about this and basically we all understand the im...

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      a ‘no’ vote can be positive

      November 7, 2016

      Early in my radio sales career, I received a large order from a client whose business we had been trying to win for quite awhile.  The owners were ecstatic and made a big deal out of it by letting the entire staff know.  Needless to say, I was proud of that accomplishm...

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