DeliberateSelling

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The Curse of Knowledge

Domain and subject matter experts (SME) have a problem that is reflected throughout their sales and marketing communications. It is a bias called the curse of knowledge that occurs when someone assumes that others have the same background and knowledge as them. This is very costly…
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Selling to Personas is a Big Mistake

Market to personas but sell to people. If you and/or your company are doing it the other way around, or conflating the two, that’s a big mistake, and heres why….
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The 4Fs - FUD, Friction, Failure, Firing

You may have heard of Form and Function from the Bauhaus movement.
There’s another movement - the 4F movement. Nothing to do with farming, I promise.

When companies miss plan, don’t make the number, and otherwise disappoint, the 4Fs will surely follow. The 4Fs are…
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Qualified For What?

We all get to hear the term qualified for the majority of Sales & Marketing activities.

Many assume it means the prospect is either a waste of time, or they are worth investing Time, Energy, & Money in pursuit of winning their business.
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Use Conversational Fluency to Win More Business

Talking with prospects in the language they use about what matters the most to them brings sales success.
What matters most to them is reflected in metaphor and in word, aligning with the goals and expectations of their role. There are always things prospective customers want to achieve and to avoid.
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Define Value to Sell Value

On the surface, it seems that established brands are always improving their products, taking them to market, and selling them. Makes sense right? Its good practice for them. It makes total sense when adding incremental value, to get the new and improved message out to the world.

For entrepreneurs, its a bad idea…
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5 Year Stroke Anniversary

Today is May 5th, 2017.
Five (5) years ago today, I had the the first of 2 strokes that completely altered the trajectory of my life.
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The New DS Blog

Today is day 1 of the new improved DeliberateSelling Blog.
What makes it improved?
Better layout, use of imagery, social sharing, email, discussions via Disqus, and a regimented approach to open ended conversations with interested people on topics relevant to Sales Management.
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Coffee is for Closers...

Have you ever noticed how many sales hiring ads avoid the word "Sell"?

The ads read like "Develop", "Build", "Interact " and "Engage". Ads using these words avoid the word Sell as if its the plague.

The authors seem to think that Sales is a Dirty Word, although I wonder if they know where their paycheques come from.
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A Simple Concept for a Simple Time

For many in sales and marketing, a basic tool has been the Ideal Customer Profile (ICP).

Sounds simple, and it is.
Problem is that it doesn't work in a complicated and increasingly complex world. Not in most cases anyways…
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