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Monthly Archives: October 2015

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Why Are You Still Accepting Sales Failure?

Best PracticesBy Steve CrepeauOctober 20, 2015Leave a comment

Why Are You Accepting Sales Failure?  Think of the ancient Greek mythological figure of Sisyphus applied to sales (https://en.wikipedia.org/wiki/Sisyphus) I was chatting about the state of enterprise sales with a long time enterprise sales colleague of mine last week. We’re both grizzled enterprise sales veterans with 25+ years experience, complete with the requisite battle scars…

The Power of “No” in Sales

Best PracticesBy Steve CrepeauOctober 12, 2015Leave a comment

The most powerful word in sales is “no”.  I was reminded of this once again over the past several weeks in various business negotiations.  Let’s start with the fact that the customer is not always right.  In fact, sometimes the customer can be horribly wrong and ask for things that are not in their best interest.…

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