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The Power of 3: Part One

Regardless of your profession, The Power of Three can help you. If you interact with people – and who doesn’t? – you will find that using this tool will uncover alternatives you may not have [...]

SILVERs Columns: Jerry Striplin

Chuck’s Note: Jerry Striplin and I were entry-level technicians at AT&T when it was the largest corporation in the world. We were both inspired by some OWMs to move up and out, even though we [...]

Turning Silver into Gold

The response to the initial newsletters on the subject of making better use of seasoned professionals has been remarkable. Readers have been sending in statistics, anecdotes and questions that have caused me to rethink [...]

A Surprising Sales Strategy for 2019

It is happening throughout the North American culture. It is the result of prolonged approaches that are being increasingly resisted. Some of the Generally Accepted Sales Practices (GASP) of value-added selling support it. The amazingly [...]

A New Year, A New Underclass

You Are Either in the New Underclass or You Know Someone Who Is Your Employee? | Your Boss? | Your Spouse? | Your Friend? January Some folks got together and decided to create a new [...]

A One-Two Punch for Increasing Sales

Try these: a two-step success story. Dave Watt is the sales leader at General Plastics in Tacoma. First of all, you should understand that GP is a sales-focused company. All companies are sales-driven (“Nothing happens until the sale [...]

MYTH: Sales Professionals Cause Customers to Buy

MYTH: Salespeople cause customers to buy. TRUTH: Sales professionals cause customers to think. "Thoughts always precede actions." Successful sales professionals change the way their customer or prospecting is thinking. Then, the customer or prospect will buy [...]

The Inevitable Evolution of Blended Selling

Think about it. Many other processes have evolved; isn't it time for sales to go to the next level? Some examples: The genesis of Blended Selling was Blended Learning. Once there were three basic ways to learn: [...]

  • Sow a Seed Pat Alger

Sow a Seed: Pat Alger

We were not cool. In high school, being cool is important. We weren’t. Pat Alger was a skinny, red-headed kid from the wrong side of the tracks and with no father around. So he had [...]

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