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So what, man?
In sales, if you hear, “The price is too high,” that means one thing. You did a terrible job establishing value in the mind of the “So what?” man. The “So what?” man is your potential customer. He...
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Dangerous marketing
So-called marketing professionals! Will you cool it already with the clean, slick, well mannered marketing campaigns? You’re making a dangerous mistake. Think about it. When you were a kid, what did...
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Poking fun at the networking event
Sales is a numbers game. That boring cliché is true. But you know what happens when you get too focused on the numbers, and not focused enough on what the hell you’re doing. Things get un-boring,...
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Turtle king
It’s a dark afternoon. It’s freezing outside, and I can’t seem to sell anything. Times like this, my mind goes back to sunnier days, when I was the turtle-catching king of the world. At age 12,...
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More sales turtles
But Robroy, you say. In sales, you can’t catch every turtle by pouncing on it. It would be overkill to catch a box turtle that way. A snapping turtle would make you very sorry for trying. So would...
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Twenty-One Ways to Use Social Media to Grow Your Business
As Twitter, blogs and the many forms of social media continue to dominate all conversations about sales and marketing, Robroy still hears from doubting CEOs. “Who cares if I’m hauling out the trash or...
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Bull!
Have you ever had a dream that you were alone in the ring with a bull? You flourish your cape. The crowd cheers. Fifty feet away, the bull leans toward you, absolutely intense. Are you ready? If...
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Sales primer
Helping clean out my parents’ basement before their move, I came across my old collection of MAD magazine, and re-read them all. While it brought me back to my 10-year-old self, it also made me...
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5 thoughts for thought-leaders
“Every man is where he is by the law of his nature; his thoughts have brought him there.” James Allen, As a Man Thinketh Robroy has read this quote dozens of times over the course of 20 years, and I...
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Got any stories?
One of Robroy’s favorite things to ask a CEO is, “Got any stories?” After a couple of decades of listening to their replies, I’ve finally made an important distinction about story-tellers. The good...
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