Large opportunities tend to require expensive resources, and sales organizations must be able to prioritize and allocate these resources to make it to the finish line. You may have the right solution, superior capabilities, and the best sales team, yet still get tripped up by an internal lack of...
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When you think about adding on new employees to your staff, one of the first thoughts to come to mind is the feeling of relief in knowing that many hands will make light work. But right after that thought is the realization that the new members will need to be trained in what to do and how to do...
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Much has been written about the research that suggests that a buyer is 57% through her buying process before she engages with a vendor. I have written about how I think that "57%" is sometimes misinterpreted.
Sometimes buyers engage with you early, and sometimes they call you after they...
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As the marketplace has shifted, the way people buy has changed and, because of it, the way salespeople sell has changed as well. The skills that once made salespeople successful aren’t as effective as they once were.
For this reason, more than ever, salespeople are more successful when they meet...
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What made a successful salesperson 10 years ago? If you had a firm handshake and solid phone skills, you were already well on your way. But that doesn't cut it anymore.
Technology is changing the way consumers purchase items big and small, and the sales profession is being forced to change...
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When you’ve done a top-notch job of building relationships with your clients, most of them probably like and trust you. You might even be friends with some. But when it’s time to talk business, they only care about what you can do for them.
It might sound harsh, but we all know it’s true. Why,...
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If you want to build trust and credibility with your customers, and hold on to them for life, follow these 10 important tips:
1. Avoid selling a solution that isn’t in the customer’s best interest.
Sometimes you just don’t have the right solution at the right price. If that is the case, it...
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I recently wrote an article about sales and marketing’s joint responsibility to foster customer engagement—but this isn’t the only thing the two teams should be tackling together.
Let’s talk personalization.
When it comes to our buyers, it’s becoming apparent that generic, untargeted messages...
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When you think meetings, you typically imagine dragging a couple extra chairs into the boss’s office, or a stuffy conference room without windows that you’ll be trapped inside for the next couple of hours.
But that doesn’t always have to be the case—now that it’s summertime, there are plenty of...
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