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Demo Like A User

Nov 16, 2017

Six days ago I posted the following on LinkedIn: "Accepted your LinkedIn connection request. Two minutes later you InMail me a sales pitch describing your company, what you provide and what you want. I'm not a fan of this approach. What are your thoughts on this?"

Well, after 65k views and counting, 140+ likes and...

Nov 7, 2017

Last week I conducted an exercise with my sales team. I went back to the old "give me your top 5 accounts" for this quarter and explain why they will close. I learned several key things: 1.) my best sales reps were the ones providing the deepest level of detail on their deals and 2.) I got a pretty solid indication of...