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Modern-Day Sales and Marketing Blog

By Chris Peterson | Mar 22, 2023 9:56:29 AM | 0 Comments

When selling “Anything-as-a-Service”, don’t lead with OpEx vs. CapEx

Whether it’s hosted services or managed services, system integrators struggle selling “Anything-as-a-Service”. There are many reasons that make it a...
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By Chris Peterson | Mar 6, 2023 7:45:00 AM | 0 Comments

Are you setting the right sales goals for your salespeople? Let’s see…

One of the issues many of our clients have been facing the last several years is the challenge of influencing their salespeople to sell new things to...
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By Chris Peterson | Feb 28, 2023 7:50:00 AM | 0 Comments

If I could change one thing about salespeople, it would be this.

Last week I had a million things on my task list before leaving for a three-day trip. One of the things that wasn’t urgent was to record a Sprint – a...
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By Chris Peterson | Feb 20, 2023 8:45:00 AM | 0 Comments

What do salespeople need to be great?

Famous and decorated American authors Joseph Heller and Kurt Vonnegut were at a party given by a billionaire on Shelter Island, NY. Vonnegut said to...
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By Chris Peterson | Jan 23, 2023 7:30:00 AM | 0 Comments

By 2030, over 20% of B2B sales jobs will be eliminated, but this skill will grow in demand.

We all know that B2B buying and selling is changing rapidly. Technology has provided easy access to information and the ability to move through the...
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By Chris Peterson | Jan 16, 2023 7:30:00 AM | 1 Comment

Sales Managers – do your salespeople accurately assign probabilities to every opportunity? I hope not.

About five years ago, a friend of mine talked me into joining a concierge physician. It’s expensive and the membership fee is not covered by...
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By Chris Peterson | Jan 3, 2023 7:00:00 AM | 2 Comments

What we believe about sales...

Back when I read the newspaper, I always enjoyed an Orlando Sentinel columnist’s first piece of the year in which he shared his beliefs with his...
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By Chris Peterson | Dec 19, 2022 11:22:53 AM | 0 Comments

The #1 thing salespeople should do this week

No, it’s not to closing the remaining opportunities for the year. Well, maybe that is a very important thing to do this week, but that’s not why...
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