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Author Archives: Jeffrey Gitomer

Head vs. heart vs. logic vs. emotion

Sales are made emotionally and justified logically. Some people are heart-strong. Some people are headstrong. And most people, especially salespeople, don’t understand that the heart is a filter to a decision. They — not you, of course — think most ...

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Is it Q4 or 4Q?

I am getting all sorts of SOS calls and e-mails asking advice for what to do in Q4. My answer is simple: the same thing you should have been doing in Q1, Q2, and Q3. Calendar years are broken into ...

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