The Dominant Buying Motive (DBM)

          When was the last time you sold your product or service to a customer or client simply so they could have it? I am willing to go out on a limb and say that this...

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Sales and Decision Makers

        As salespeople we are constantly involved in helping others to solve problems and achieve their goals. Sometimes it could be very simple and conclude successfully for all...

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Critical Thinking

For those of you who have worked with me, read my published materials, or heard me present, you have heard me say that selling is about helping others. Sometimes you will have a product or service...

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Your Pipeline is Your Lifeline

Your pipeline is your list of active opportunities, whether they are planned to close today or 10 years from today. It is critical that you have a tool and...

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BeenThere Sales Newsletter

        Welcome to the BeenThere Newsletter. I am excited to introduce you to the newsletter and to BeenThere Consulting Services (BTCS). BTCS is focused on sales coaching for...

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Differentiation

In sales, it’s What sets you apart from part from your competitors. To a business coach, we call this a unique selling proposition or USP.

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