How to create the perfect elevator pitch

How to create the perfect elevator pitch

If you’ve been in sales for any length of time, you’ve probably heard the term “elevator pitch”. You may have wondered, what exactly is an elevator pitch and what is the origin of the name? An elevator pitch is a brief, persuasive speech that you use to spark interest...
Closing the sale as seamlessly as possible

Closing the sale as seamlessly as possible

According to Wikipedia, Closing is a sales term which refers to the process of making a sale. The term springs from real estate, where closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may...
Changes in sales and marketing in the last 40 years

Changes in sales and marketing in the last 40 years

There are a few things that have changed so much in the world of sales since I began my career in 1979 than how the average business finds prospects that they can then turn into customers. I began my career selling computers at IBM in the Boston area. This was a...
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