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Marhnelle Hibbard
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Entries by Marhnelle Hibbard

Make "Yes" the First Word Clients Say

(0) Comments | Posted June 5, 2013 | 1:14 PM

Approach a prospect or even a former client with a new offering you're selling, and chances are the first word you'll hear is "no" or some variation: "We aren't in the market for that right now," "We don't have that in the budget," "We're fine with what we're currently using."...

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End the Love-Hate Relationship With Sales

(1) Comments | Posted January 15, 2013 | 2:02 PM

Many salespeople have a love-hate relationship with sales. They love the profession, but they often hate bringing in net new logos. It's the classic case of wanting to have it all without the most dreaded aspect of the process.

If you've been in the business of selling for many...

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