Empathy in sales is great. Except when you take it too far and assume your prospects approach buying decisions the same way you do.
I was concluding a training session that I was delivering in Florida for a national association. As I brought the program to its natural conclusion, I let the...
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Twitter Lists are arguably the most underutilized feature on Twitter. When it comes to social selling, they are unquestionably a tremendous asset that too few marketers and salesmen leverage.
For starters, a Twitter List allows you to organize a specific subset of prospects and subsequently...
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Facebook recently dropped $19 billion (thats a nineteen followed by nine zeros) to acquire WhatsApp, a popular instant messaging service.
The WhatsApp purchase left many industry watchers scratching their heads, until they realized that the service reaches approximately 450 million active users...
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Salespeople are quick to say that they don’t have time. I’ve heard far too many salespeople complain about how they could sell far more if only their time wasn’t wasted on so many stupid activities. The problem is they’re only making an excuse for their own ineptitude.
First, let’s accept the fact...
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If you want your small business to grow and thrive, it’s important to take advantage of the tools and technologies that set you up for success. A CRM (short for customer relationship management) system simply manages most of your critical customer information so you can see it in one place....
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Most of us are aware that technology can transform the way we do business. In the fast-moving world of today, the hard part often is first understanding which technologies do what, before we even think about incorporating them in our work lives.
Entrepreneur, investor, and tech-enthusiast Vinay...
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It’s April. Take a look at your annual quota. Do you have at least three times as much stuff in the pipeline now to meet your year-end goal? If yes, rock on, go work that pipeline. If not, let’s take a look at innovative ways to fill the pipeline and have fun doing it.
1. Set Alerts
Take a...
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Do your legs shake uncontrollably when you're in front of the group? Do you blush and start to sweat? Do you talk with your elbows glued to your side and your hands flopping around in front of your chest?
If you said yes to any of these questions, don't worry,...
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We all know that unless we’re different from our competitor, we can never expect the price we get to be more than what they get. We also know unless we show customers what makes us different, there is little reason for them to buy from us.
Your challenge is to differentiate yourself to...
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