Customers make purchasing decisions because they have carefully considered a set of good information, right? No, not really.
Customers make decisions at the gut level, because buying decisions are always the result of a change in the customer's emotional state. While information may...
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Sales managers typically use their CRM in one of two ways when they sales coach. They either “coach the numbers” or coach their people.
When sales managers “coach the numbers,” they typically enter into their sales coaching sessions armed with their CRM numbers, as if talking about...
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I'm not a big fan of predictions, but here's one I can safely make: Content marketers are going to get much cozier with sales this year.
The practice we call content marketing largely serves the needs of marketers––spreading awareness, gaining thought leadership, and producing leads....
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There’s no time like the present for sales success. In the 1990’s, when we began guiding new executives to have rapid success in their new roles, “rapid” meant about six months. At the speed of business today, that window has closed to no more than 3 months.
This creates a challenge...
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Every business owner knows that if you’re in the business of selling a service, sales is a crucial component to staying afloat. Your sales team is the link between your business and the public – your potential customers, so you want to make sure that your team is representing your business at its...
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Next time you check the prospects in your pipeline, or do some pre-call research, think about how smart they are. It’s a safe bet most are college educated, many with MBAs. They didn’t get where they are by making a string of boneheaded mistakes, did they? Of course not – neither did you. Today’s...
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It should go without saying that you’re only as successful your sales team. The people you add to that group can either make or break the customer relationships needed to meet and exceed quotas. With this in mind, we’ve assembled four sales experts to offer solid advice on how you can come...
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The difference between measurement and management is clear. Measurement refers to passive monitoring and fixing occurring problems in a "fire-fighter" style, while management stands for a sustainability and improvement process. The question is: what does a typical sales...
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Last month, an interesting article by CEB executives on the Harvard Business Review website pushed for a more creative approach to B2B sales. The arguments are familiar: well-informed customers, changing buying behaviors, and increased pressure on prices all contribute to the demise of the...
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