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Don’t Bear the Burden – A Sales Recovery Plan Can Help

Is Your Business Suffering Because of COVID-19?Don't carry the burden on your own. If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by...

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Getting Ready for Q3 | Sales Update Video

Getting Ready for Q3 | Sales Update Video

With a strong Q1 and Q2 in 2018, a lot of Small Business Owners and CEOs are already preparing for 2019. I've found that many of my clients struggle to find an objective way to analyze the alignment of their sales resources. Here is a Q3 Update Video that I've put...

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Podcast Interview: Establishing the Right Sales Infrastructure

Podcast Interview: Establishing the Right Sales Infrastructure

Lone Star's own Jim Hefty was recently a guest on the podcast "A Time to Sell Your Company." What role does a solid sales infrastructure play in attracting a prospective buyer to a business? Jim discusses this and related topics in the podcast. Listen to the podcast...

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Sales Tools: Internet vs. Salesperson

Sales Tools: Internet vs. Salesperson

As sophisticated as the Internet has become as a platform for information and commerce, it’s only natural for the owner of a small or medium size business to ask: “Do I really need a salesperson?” After all, if you expect the Internet – and more specifically, your...

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Why Salesperson Reputations Are So Bad

Why Salesperson Reputations Are So Bad

It's no secret that salesperson reputations stink! In poll after poll, survey respondents typically rank salespeople above only members of Congress on trust, honesty and competency. Frankly, that’s some scary bottom-feeding company to keep! Sadly, we have no one to...

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Backstory for Sales Success: What Every Buyer Really Wants

Backstory for Sales Success: What Every Buyer Really Wants

Sales success sure seems complicated at times. Sales strategies abound, theories come and go, and tools and methods constantly evolve. Lost in the chaos, however, is one simple truth: sales success depends on buyers getting what they want. And because buyers are...

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Why Elevator Pitches Fail (Like Most Pick-Up Lines)

Why Elevator Pitches Fail (Like Most Pick-Up Lines)

Elevator pitches fail way more often than they succeed. The reasons they fail are disturbingly similar to why cheesy pick-up lines also go down in flames. So, let’s dissect the problems with pitches and consider a better way to make a first impression that leads to a...

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Jim Hefty is the founder of Lone Star Sales Consulting in Texas, a sales consultancy focusing on sales excellence. Before founding Lone Star, Jim spent 33 years in the high technology networking, storage and security markets for hardware, software and services sales. Jim’s deep experience has helped both established and startup companies with both large and private equity backed positions.

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