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Modern-Day Sales and Marketing Blog

By Chris Peterson | Aug 21, 2018 8:50:00 AM | 0 Comments

When hiring sales people, don't do this...

Between the mid-1800’s, when the game of baseball was invented, until about ten years ago, all position players stood in the same spot before every...
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By Chris Peterson | Aug 16, 2018 8:50:00 AM | 0 Comments

The one common obstacle that every security integrator must overcome to sell more hosted and managed services.

As this 2015 article is being posted on Thursday, I’m training a client on this exact point. It’s so subtle that most (all) sales people overlook it,...
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By Chris Peterson | Aug 15, 2018 8:50:00 AM | 0 Comments

Well, you started kindergarten today.

Today is the day. You start kindergarten today, Wednesday, August 15, 2018. I’m in Charlotte for a meeting that can’t be avoided. In the past, I’ve...
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By Chris Peterson | Aug 14, 2018 8:50:00 AM | 0 Comments

The number one differentiator of your differentiators.

If I had a dollar for every time I read or heard something like “We have the best service in the industry”, I’d be rich. (I almost wrote that I...
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By Chris Peterson | Aug 9, 2018 9:50:00 AM | 0 Comments

The newest endangered species: the decision-maker

I wrote this over three years ago, and I’m pretty sure that this endangered species has become extinct by now…
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By Chris Peterson | Aug 7, 2018 8:50:00 AM | 0 Comments

An easy way to establish credibility before asking probing questions

On a previously posted blog, Before asking your customers questions, do this…, we discussed the critical need to establish credibility with customers...
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By Chris Peterson | Aug 3, 2018 8:50:00 AM | 0 Comments

How a sales person can use text messages to boost their customer relationships

About 25 years ago, I read John Gray’s Men Are From Mars, Women Are From Venus – a book about the differences between men and women, packed with...
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By Chris Peterson | Aug 2, 2018 8:50:00 AM | 1 Comment

How a security integrator sales person can become the perceived expert

This post is a perfect follow-up to Tuesday’s … even though it’s over three years old - click here to read more.
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