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Today's guest blogger is Todd Peneguy. Early in my sales career, I had a boss that was all about the elevator pitch.  We spent an entire day, with an elevator pitch consultant, learning how to write and present the perfect pitch.  We then spent a week working on our own unique messages with the goal of winning a prize that was to be given to the person that came up with the best written and best delivered 15-30 second sound bite.Being young and naïve, I […]

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Open Mic    
By: Todd
Fri, July 22nd 2011

Today's guest blogger is Todd Peneguy. Who likes cold calling? For those of you that said yes – really? (Said rather obnoxiously).I think that a better question is: Are you are still making cold calls and if so why?  Seriously (said as if you were mental).Cold calling = doing the same thing over and over and expecting what – different results?  If you have been in sales for any length of time, I'm sure that you have read more than your fa […]

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S3   Let's Get Real or Let's Not Play    
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Open Mic    
By: Todd
Tue, June 28th 2011

It was a sultry summer evening in 1998 and there I was, standing on the sidewalk with a gun held to the back of my head and two guys asking for money.  So what does this story have to do with Mahan -- and why is it posted on a sales blog? Read on.   The first thing that flashed across my mind was, "How could this be happening?" I was in the affluent Atlanta suburb of Virginia Highlands -- a really cool classic neighborhood infused with shops, restau […]

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Helping Clients Succeed    
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Open Mic