It’s the toughest challenge facing any sales team: creating new opportunities. Most salespeople agree that prospecting is not something they enjoy. Sales leaders concede that in any case, prospecting is probably the most unstructured and least productive activity the individual salesperson engages...
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According to Jill Konrath, 97% of all business calls now go to voicemail. Therefore, it should go without saying that all salespeople must be good at voicemail. Not only that, but voicemail can be measured, coached, and improved. Voicemail is here to stay so it’s worth your time...
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In his book A Beautiful Question, Warren Berger makes the case that questions create the "lightbulb effect" needed to innovate in anything. It’s an artform all of us learned as kids and almost all of us have lost somewhere along the way to growing up. In Berger’s view, there’s a...
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With sales cycles getting longer and prospects engaging with salespeople later, it is important to put yourself in front of your prospects as early as possible. Social media is the perfect venue to accomplish this.
Engaging with social media is a fine balance. Come on too strong with a sales pitch...
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Millions of pages have been written on closing deals, as sales can be extremely challenging, and nuanced. Still, many salespeople get burnt out wasting valuable efforts on leads that just don’t seem to close. If your deals aren’t progressing, there is most likely something wrong with your...
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Think about the last really productive day you had. Didn’t you feel great? It would be nice if every day felt that wonderful, but that isn’t the reality for many of us. Instead, we often feel overwhelmed with the amount of tasks at hand and stare at the clock wondering how it could possibly be 5...
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Inside sales is an indoor activity. When summertime comes, there’s a big temptation to get up from that desk and out of that office. Tons of seasonal distractions are just begging salespeople to come out and play: swimming, boating, tennis, volleyball, concerts, baseball games, vacations — you...
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You know that using social media platforms to sell your products or services is a good idea, but it’s not as simple as putting up a Facebook business page. There’s an art and skill to social selling, and approaching it wrongly can lead to a rocky foundation and even lost sales. Not every business...
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Salespeople live and die by their pipelines. A well stocked pipeline can turn making your number from an insurmountable task to an effortless accomplishment. If you keep leads flowing into your pipe, you'll keep revenue flowing out.
But unfortunately, sales success can evaporate if you...
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![How to Unclog Your Sales Pipeline [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2014/06/6a00e54ee3905b883301a511c17f32970.jpg)
