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Dave Fellman

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Schrödinger’s cat

Nobel Prize-winning Austrian physicist Erwin Schrödinger had a cat. Actually, that may or may not be true. We do know that…

Three tips to avoid the ‘slow no’

One of my clients introduced me to a new term recently. "The 'slow no' is the worst," he said. "It's…

Do you have a follow-up machine?

I just lost an argument with a software guy. I was trying to convince him that his product, a CRM…

The long and short of it

This question was asked in a seminar I presented: “Realistically, how long can I talk into someone’s voicemail before they…

Do you and your salespeople have the right DNA?

What does it take to be successful in sales? I ask that question frequently in the seminars I teach, and…

The opposite of yes

I presented a seminar at an industry conference recently and immediately afterward, I had a table set up alongside the…

What makes a great salesperson tick?

“There are two kinds of salespeople in the world,” the office products dealer said, “there’s the good ones, and then…

Rolling stones and OP sales

Sales and marketing consultant Dave Fellman explains why sales really is just a numbers game. What my client said was:…

Rose-coloured bifocals

Sales and marketing consultant Dave Fellman looks at the importance of gaining more value from customers. When I was a…

Teach the kid, not the lesson

“You can learn a lot when you let them talk.” My wife said that as were sipping cocktails before dinner…

Big read

ADVEO files an insolvency proceeding

Pan-European business supplies and stationery wholesaler ADVEO has filed for an insolvency proceeding after its lenders withdrew their support for…