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Donald B Ma

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3 Myths about Sales Training

So you have a great offering and you invested in a sales team – how do you ensure their success? Most organizations invest in sales training – which is wise to invest in your revenue engine. Like most investments – there is no guarantee on return – which is understandable. Regardless – how can we […]

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Why your clients are not buying from you (Part 2)

Did you ever hear people say “First impressions are made to last?” Well, they are very right to say so. Quite often, I see very intelligent professionals not get the time and respect they deserve from others, simply because of the initial impression they made. I remember one time I was at a business dinner […]

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Pitching to an International Audience / Part 2

All too often, we pitch to clients our offerings – our solutions, services, products, etc. Yet, we don’t take a moment to pause and think to ourselves – “How does this make our clients want to buy it from us?… Why would the client need to purchase this right now? What would compel the buyer […]

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Sales Training: The Price of Things We’ve Lost

When I was 16 years old, I went against my parents’ advice and pleading to withdraw from the high school wrestling team. Despite the fact that I only weighed about 100 pounds and barely qualified for the lowest weight class, the ego in my head outweighed every ounce of logic around it. As it turns […]

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Sales Training: Good things come in 3’s

Good things come in 3’s – we learn the ABC’s, count 3-2-1, and Olympic medals are given to the Gold/Silver/Bronze winners. In business, often times we see great things happen in 3’s as well. I am sure those experienced in presenting have been taught that the “Rule of 3” is a golden rule for presenting […]

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