selling | Jeff Beals

Put Big Mama’s Picture on the Business Card

by Jeff Beals | Apr 1, 2018 | General Sales Topics, Sales Motiviation

By Jeff Beals AUTHOR’S NOTE: I originally published this article six years ago in March of 2012. The star of the article, Patricia “Big Mama” Barron, passed away yesterday at age 76. She was a bigger-than-life personality who made a...

What Is the Truth About Relationship Selling?

by Jeff Beals | Feb 18, 2018 | General Sales Topics, Sales Motiviation, Sales Presentations

By Jeff Beals For several years now, I have been hearing that “relationship selling is dead.” In other words, people are so busy and so self-absorbed they no longer have time to build relationships with companies and organizations. People are so time-starved that they...

Stop Selling the Wrong Stuff!

by Jeff Beals | Jan 26, 2018 | General Sales Topics

By Jeff Beals What do you sell? If you answered “software” or “real estate” or “industrial machinery” or any other specific product or service, you got it all wrong. The world’s most successful salespersons don’t sell products and services. They sell VALUE. In other...

What Happens When You Befriend Your Competitors?

by Jeff Beals | Oct 23, 2017 | General Sales Topics, Sales Leadership & Management, Sales Motiviation

By Jeff Beals Some of my favorite people to hang out with work in the same profession I do. In other words, I’m friends with a lot of my competitors. It makes sense if you think about it. People who compete with each other have many of the same interests. But...

Stop Mistaking Marketing for Selling

by Jeff Beals | Oct 10, 2017 | Prospecting

By Jeff Beals On separate occasions I recently met with two small business owners. These guys don’t know each other but they have a lot in common: Despite great effort, neither is happy with their revenue. Both companies are “getting by” but are far from thriving. A...

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Put Big Mama’s Picture on the Business Card

What Is the Truth About Relationship Selling?

Stop Selling the Wrong Stuff!

What Happens When You Befriend Your Competitors?

Stop Mistaking Marketing for Selling

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