Structuring the Value Proposition

Structuring the Value Proposition

  This mini-series is about structured selling.  To build a good structure for your sales, start with the value proposition.  That phrase is heard often in sales and in my opinion is over-complicated.  The simple definition of value proposition is “your solution...
Introduction to Structured Selling

Introduction to Structured Selling

  After having thousands of conversations with sales professionals in many different industries, I’ve seen the same pattern many times.  Many professionals are held back by lack of structure in their sales process and sales approach.  A solid framework is vital...
Terrible Advice for Young Entrepreneurs

Terrible Advice for Young Entrepreneurs

  Young (in the 20’s) and zealous entrepreneurs will naturally search online for advice from successful people.  I want to caution about terrible advice for young entrepreneurs; learn to recognize bad advice!  In this episode I’ll give my insight on the most...
Are You Ready For An Assistant?

Are You Ready For An Assistant?

  I’m going to answer a very simple question for you today.  Are you ready for an assistant?  I honestly believe this is one of the biggest, missed opportunities with sales people and business people in general to whom I...
Content Marketing in Merchant Services

Content Marketing in Merchant Services

  In my opinion most people have a totally wrong viewpoint of content marketing in merchant services.  Some of you may be thinking, “My content is going to come up first on Google.”  That may happen but not until you’ve spent three or four hours a day for about...
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