Donald B Ma

Pitching to an International Audience / Part 2

All too often, we pitch to clients our offerings – our solutions, services, products, etc. Yet, we don’t take a moment to pause and think to ourselves – “How does this make our clients want to buy it from us?… Why would the client need to purchase this right now? What would compel the buyer […]

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Pitching to an International Audience

We have different cultures, customs and regulations – and there is still one business world. In business, cultures may differ, but the focus remains the same – to conduct business with those whom we trust. Recently, I was asked by a sales director of a large China-based company – “Why is it that we are […]

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Mind over Quota

Let’s face it – missing sales targets sucks! No matter how experienced you are, it’s the feeling of under-achieving coupled with public shame which makes us ponder our ability as a sales professional in an organization. Yet – WHO has not ever missed their quota? Having studied top performing sales professionals and following their ways […]

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Empathy in Sales

A while ago, I wrote about the magic of the number ‘3’ in business. I’d like to express more on this magical number, and how it can help us have a better relationship with our clients –   Many experienced sales professionals understand the importance of asking questions, and the power of follow-up questions. Moreover, […]

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To sell… or not to sell…. ?

When I was working for an outsourcing company as a Business Development manager, I received, out-of-the-blue, a Request or Proposal from a large elevator manufacturer company. The value of the RFP was large – packed in 100+ pages of information which contained an opportunity that would involve years of work and hundreds of consultants to […]

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The Price of Things We’ve Lost

When I was 16 years old, I went against my parents’ advice and pleading to withdraw from the high school wrestling team. Despite the fact that I only weighed about 100 pounds and barely qualified for the lowest weight class, the ego in my head outweighed every ounce of logic around it. As it turns […]

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Good things come in 3’s

Good things come in 3’s – we learn the ABC’s, count 3-2-1, and Olympic medals are given to the Gold/Silver/Bronze winners. In business, often times we see great things happen in 3’s as well. I am sure those experienced in presenting have been taught that the “Rule of 3” is a golden rule for presenting […]

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