Sales people love to recount stories of their amazing sales prowess.

My favorites involve the theme of uncovering true needs that were not on the prospect’s radar prior to the conversation. Anyone has a fair shot at providing a solution for a known problem. Solving a problem that is unknown to the prospect, but provides real value can be exponentially harder.

Harder still is finding a sales person willing to honestly acknowledge the times when they came up short.

Since I am of the opinion tha...
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Posted May 28, 2009

Ok, I admit it! This started as a blatant attempt to get more traffic on my blog by posting the name of the recent American Idol winner in the title.

Then I thought about how current events drive traffic on the web, and how that traffic drives sales. For example, soccer.com is a retail soccer merchant. I think it is fair to say that they are hoping to get additional sales from the interest generated by the World Cup next year. I suspect that all soccer retailers are already...

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