Salespeople have a love-hate relationship with voicemail, tilted heavily toward the negative. While it is convenient to have a machine reliably answer incoming calls at any hour of the day, leaving your messages with a cold, computer-driven device can be daunting. Particularly since many people...
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When it comes to selling on the executive level, you obviously can't treat the presentation as any other sales call.
Selling to lower or mid-level employees is a multi-step process. If they're not a decision maker, then that person then must persuade their manager or executive to make the...
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Customer defections are traumatic. However, while it feels like a disaster at the time, the loss of a big customer is usually a signal that you need to realign your sales and support efforts–and lay the groundwork to win the customer back. Here's how:
1. Get Out of Denial
You probably think...
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Great sales people and great gamblers have a lot in common.
There is really just one skill that separates great gamblers and poker players from the rest. And no, unless you're Dustin Hoffman in "Rainman," it's not counting cards. It's the ability to read people. The best card...
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You want to increase your price and you know the way to do it is by increasing the value the customer sees in your offer. But how do you get there?
Here are four steps you can take now to increase the value your customers see and, in turn, increase your price:
1. Focus on the element of time
Time...
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We’ve all seen them in action. Those people with the “it” factor for getting the results they want, while keeping everyone else happy too. Whether a sales professional, corporate leader, teacher, or your neighbor, they share the ability to positively move others to action.
Bob Burg’s new book,...
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When your sales playbook and CRM seamlessly work together, life gets easier for sellers and sales managers.
There are many facets to Sales Playbooks in general– but here are the two most important to ensure that your sales playbook and your CRM system work optimally together.
1. Integration of...
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For many companies, tapping into big data can sound about as realistic as being asked to mine for diamonds. Surely this stuff is just for the really big players like Google, right?
Not anymore - and the good news is that the cost of accessing and analyzing big data is falling, with many...
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Managing inbound leads is one of the areas where Salesforce shines brightest. But for small and medium businesses (SMBs), sometimes all the options and marketing software add-ons can seem overwhelming -- too much money or too much work for your small team.
The good news is that you can build your...
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