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Repeatable Sale

Mastering the Art of the Repeatable Sale

You can’t be a great Manager without Empathy

By Scott Barnett December 2, 2013 Topicblog 2 Comments

We’re going to take a minor right turn on this blog and focus a little more on Startup and Management issues in addition to Sales. The focus of the blog…

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How you deal with stress – Part III – Startups

By Scott Barnett August 9, 2013 Topicblog No Comments

This is the third (and last) post on my handling stress series. Last week I posted an article that discussed measuring how prospective job candidates handle stress. Earlier this week,…

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How you (and others) deal with stress – Part II – Sales

By Scott Barnett August 7, 2013 Topicblog No Comments

Earlier this week I posted an article that discussed measuring how prospective job candidates handle stress. The next area I wanted to focus on was sales people and sales situations.…

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How to deal with stress (Hiring, Sales and Startups)

By Scott Barnett July 30, 2013 Topicblog 2 Comments

I’ve always been fascinated at human behavior – even before I moved from Engineering to Sales almost 20 years ago, I was always watching how people reacted to situations. Many…

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Persistence and Accomplishment (Yes You Can!)

By Scott Barnett July 22, 2013 Topicblog 5 Comments

One of the typical traits of successful entrepreneurs and sales leaders is persistence. Knowing that you  are determined to not give up puts you ahead of at least 50% of…

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NYTECH – 360 Degrees Sales & Marketing

By Scott Barnett March 25, 2012 Topicblog No Comments

I participated in a roundtable regarding Enterprise Sales and Marketing strategies on 2/27/2012.  Thanks to Aaron Ayer for setting it up and doing a super job moderating the evening.  It’s…

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How to create repeatability with Closing

By Scott Barnett February 2, 2011 Topicblog No Comments

Hopefully you have read the previous two posts on creating repeatability with prospecting and repeatability with the sales campaign.  So, you’ve reached the happy day where your prospect tells you…

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Marketing vs. Sales – it should be Marketing + Sales

By Scott Barnett March 21, 2010 Topicblog No Comments

There was a great post last month from Steve Blank and his aiding a friends’ startup company that was having execution issues.  The  discussion primarily centered on the unhealthy relationship…

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Selling Ice to Eskimos

By Scott Barnett February 23, 2010 Topicblog 4 Comments

The sales process – particularly for Enterprise Software – is a challenging combination of art, science, personality, empathy and luck.  It’s interesting to see all the dynamics around sales and…

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Hunter vs. Farmer – A Contrarian View

By Scott Barnett February 2, 2010 Topicblog 9 Comments

You’ve all seen it.  A recruiter posts a job listing for a sales person and it starts off “We’re looking for a real “hunter” to go and find us new…

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