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The #1 Sales Obstacle: INACTION

The #1 Sales Obstacle: INACTION

By Jeremy Miller
The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
Business People Who Sell

Business People Who Sell

By Jeremy Miller
Customers don’t want sales people, they want business people who solve problems.Who has time for slick talking, no substance sales guys? No one. Who has time to spend countless hours golfing, lunching and socializing? I can’t think of many. As Tim Sanders related on his blog, "Don't invite me to lunch if you want to sell me something. Set an appointment at my office to come pitch me if you really want my business!"
2 Strategies To Market Commoditized Services

2 Strategies To Market Commoditized Services

By Jeremy Miller
Professional services firms are under exceeding pressure to stand out and compete. For example what differentiates ...
Sales Training Programs Are Outdated

Sales Training Programs Are Outdated

By Jeremy Miller
It’s time for sales forces to find a new playbook. The sales training programs available in the market are showing ...
When To Fire A Client

When To Fire A Client

By Jeremy Miller
Saying "no" is hard. Saying "I don't want your business anymore" is even harder. Firing clients is delicate and ...
Making Your Customers’ Shortlist

Making Your Customers’ Shortlist

By Jeremy Miller
One of the great challenges of the information age is information overload. We have access to too much information ...
Sales Quotas Aren’t Hit On The Golf Course

Sales Quotas Aren’t Hit On The Golf Course

By Jeremy Miller
There used to be a time when selling was a social activity. Sales people tracked their clients’ birthdays and ...
Like, Trust, Buy: It Takes More Than Awareness to Sell

Like, Trust, Buy: It Takes More Than Awareness to Sell

By Jeremy Miller
Your customers aren't going to buy from you unless they like and trust you. It's that simple. If they don't like ...
Does Sales Need Marketing?

Does Sales Need Marketing?

By Jeremy Miller
“Sales can exist without marketing, but marketing can’t exist without sales.” This attitude is pervasive, ...
Focus On Conversations Not Platforms

Focus On Conversations Not Platforms

By Jeremy Miller
Social media is a hot, hot topic. Every day I hear discussions on how to use social media more effectively. The ...
Are sales calls a good use of your time?

Are sales calls a good use of your time?

By Jeremy Miller
Making sales calls are fun. You get to meet new people, understand their challenges, share insights and present ...

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Jeremy Miller

Top 30 Brand Guru

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