Do you speak the universal language of business?
Communication is one of the obvious cornerstones of a successful sales career. You need to speak the language of the country where you’re doing business. You need to know and understand each industry’s...
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Selling With A “Net Cash Flow” Approach
This isn’t the first time you’ve read about The Universal Language of Business on this blog. Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making...
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Cumulative Cash Flow + Payback = Committed Customer
This is the third post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language of business? Part 2: Selling With A “Net Cash Flow”...
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ROI – For Pete’s Sake, Know What It Means!
This is the fourth post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language of business? Part 2: Selling With A “Net Cash Flow”...
View ArticleFrustrating? Sad? (…or Great News!)
I don’t quite know how to react to the feedback I’m getting on my series of selling with finance blog posts. It ranges from comments like, “Excellent, this is so critical,” & “I commend you,” to...
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The Time Value Of Your Customer’s Money
Mr. Customer, the net present value of the investment I’m suggesting is $377,000. That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the...
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The King Of Financial Justification
Based on the analysis done by your team, the IRR for this investment is 67%. Someone or something always comes out on top. And as you might guess, it’s true for the financial analysis and...
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Your Numbers Might Be Off A Bit
This is the seventh post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language of business? Part 2: Selling With A “Net Cash Flow”...
View ArticleInnumeracy – Are Sales Reps The Next Victims?
Innumerate: Unable to understand and use numbers in a calculation. No, this isn’t your new-word-of-the-day podcast. Its a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of...
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