Post-Sale Value Stacking 101

Post-Sale Value Stacking 101

The battle of changing the mindset of possible customers can be won in post-sales value stacking. Phil Kives left us last April, at age 87. You may not recognize the man, but you’ll know his business.  Like his more famous peer Ron Popeil, Phil started out selling...
7 Keys to Maximize Your Marketing

7 Keys to Maximize Your Marketing

Direct marketing strategies are responsible for building many of the greatest fortunes in the world. Today you see direct marketing (also known as direct response advertising) at work in the world of mail-order, TV infomercials, etc., as well as in ‘ordinary’...
4 Mandatory Factors for Making More Sales

4 Mandatory Factors for Making More Sales

One of my top coaching clients recently asked for advice on how he might get better at selling. This was someone already at an 85% success rate, by the way. This led to me explaining that “the salesperson’s skills are only one of four boxes” that contribute to a...
A Harsh Lesson About People from Russia

A Harsh Lesson About People from Russia

In the book Once Upon a Time in Russia: The Rise of the Oligarchs – A True Story of Ambition, Wealth, Betrayal and Murder… a book I highly recommend… on the first page, an old Russian proverb: A GOOD MAN, MAYBE. BUT IT’S BEST TO SHOOT HIM....
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