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The Mistake Freelancers Make Pricing Services

The Mistake Freelancers Make Pricing Services

Most freelancers undercharge for their services/products.  Believe me I know from personal experience.  Years ago I had a group of Subaru dealers as clients and sat in a marketing meeting and discovered I was the lowest paid vendor on their list.  Not their fault,...
Don’t Treat Every Prospect The Same

Don’t Treat Every Prospect The Same

Here’s something I learned during my days of selling PBX’s (Private Branch Exchange’s), or phone systems at Lucent Technologies…that every prospect does not have equal value. Back then in the 90’s Lucent systems were among the most...

Elevator Pitch

Hey Arnold tell us a joke. I don’t know any jokes. In his new book Total Recall, Arnold Schwarzenegger shares a story about how early in his career he was at a celebrity party and got caught unprepared.  Fortunately Lucile Ball came to his rescue.  But...
KISS – Googles Secret Sauce

KISS – Googles Secret Sauce

Why does Google out perform Yahoo!, Bing, and all other search engines? Because they keep it simple Most people working in sales have learned the acronym KISS at some point.  It stands for Keep It Simple Salesperson.  It was taught to me as Keep It Simple Stupid....