In an ideal sales world, every sales lead would turn into an accessible, eager prospect, one that move quickly through the sales funnel with no hesitation or objections.
But, as any sales professional can attest, that’s rarely the case. A qualified lead may look good on...
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Remember the days when marketers could gather as many leads as possible and hand them off to sales without a backwards glance? Unfortunately, expectations are higher than that now. In an era where more and more marketing content is being released by the second, consumers are beginning to suffer...
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Phew! You did it. You made it through the big sales call you’ve been prepping for all week. You prepared appropriately, executed on your plan, and you feel like you’ve moved the relationship forward. Now what?
A salesperson’s job doesn’t end once the sales call ends. In fact, that’s when the real...
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Success depends upon previous preparation, and without such preparation there is sure to be failure.-Confucius
There is no shortage of sales tips and tricks to implement out there, we've certainly published our fair share, but at the end of the day, the thing that will make or break most...
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Even under the best of circumstances, forecasting is difficult. In order to know whether or not an opportunity is likely to be won—and by the forecasted date—you have to test those opportunities. Here are five reasons your forecast may be bogus.
1. You include leads, not opportunities
There is a...
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Practice doesn’t make perfect; it makes permanent. The key therefore is to practice right.
This is one of several insights offered in Perfect Practice. It’s a cookbook, from 3 former educators, that offers some intriguing insights into how sales execution [as a form of practice] can improve sales...
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Like it or not, at some point in life you are probably going to have to give a presentation. If you work as a salesperson, pitching a group of people is part of your regular routine. No matter which end of the spectrum you fall on, you can improve your delivery by learning the secrets of the top...
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Possibly the worst sales maxim is also the most common: "A.B.C. -- Always Be Closing." Customers don't like it when sellers hammer away, trying to close, close, close. Despite the maxim, nothing creates resistance faster than the old hard-sell.
Here are the 5 "hard...
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Sales managers have their work cut out for them.
With a team that often consists of strong willed, independent individuals, and high-pressure goals like hitting quota, there is no shortage of challenges.
To help tackle these sales management challenges, we've collected insights from some of...
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![Do the Work: 8 Steps to Sales Call Preparation [CHECKLIST]](http://www.salesforce.com/content/dam/blogs/legacy/2014/03/6a017d428022fc970c01a73d88429f970.jpg)
![How to Become a Great Sales Manager [INFOGRAPHIC]](http://www.salesforce.com/content/dam/blogs/legacy/2014/03/6a017d428022fc970c01a73d79bb0f970.jpg)
