When I started my career as a sales professional, I sold things to people. I made educated guesses about who my prospects were, I called them, determined if what I was selling suited their requirements and persuaded them that not only did I have the right solution, but I was the right person to...
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Great customer relationships are the bedrock of a thriving business and the key to your success. A CRM system allows you to manage these relationships, including the data and information associated with them. With CRM, you can store customer and prospect contact information, accounts, leads and...
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Leads come in all different varieties. I’m sure you’ve seen your fair share of bad ones, mediocre ones, and even some, well, maybe some pretty good ones.
The leads your sales reps (and frankly, your marketing team) salivate over, are the great ones. Great leads have the power to...
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Thanks to social media, customers can now quickly and easily share their experiences with millions of people online. This includes feedback about companies everywhere, both positive and negative. It’s a powerful tool that creates transparency for both business and consumer alike.
There’s no better...
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If you’re in sales, you’re probably tired of receiving unqualified leads from your marketing team — and if you’re in marketing, your sales team’s dismissal of marketing leads has likely gotten quite tiresome. When it comes to the tension between these two teams, poor lead quality is one of the...
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The amount of data available on a sales lead has grown tremendously in the past few years.
A prospect is no longer just a name and a phone number on a card in your Rolodex. They are a collection of online tracking data, social profiles, company information, account history, and much more.
All this...
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It’s a tale we’ve all heard before. A successful small business grows into a giant company and loses sight of the attitude and standards that made them great in the first place. So how do you take something good and spread it further, without messing it up?
That question was the catalyst for...
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Here’s a little known secret that the top salespeople are aware of. They never have to “close” a sale.
What if you never had to worry about sounding like you were pushing, closing or forcing someone to buy from you?
“Just Sell Value.” – What does that even mean?
The alternative approach that I’m...
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There was a time when the human race did not have the Internet. This was called the "1970's". I was a child then, and it was miserable. A home computer with one floppy disk drive cost $4 million. This is why my dad had armed guards outside his study. At that time, your house...
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