Small businesses are increasingly adopting customer relationship management (CRM) software to organize their customer data, track sales and marketing interactions and manage customer service operations.
But many small businesses find it hard to realize the full potential of a CRM system....
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Bill is the successful CEO of the most effective sales organization in his industry. In just ten years, his company has skyrocketed from $0 to $50M with organic growth in the very traditional copier industry. He attributes much of his success to developing a first-class sales team and asking his...
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Michael Jordan had Phil Jackson. Alex Rodriguez had Cal Ripkin. Heck, even Harry Potter had Dumbledore. No matter how big the name or high profile the person, there is a mentor behind the scenes that helped them achieve their success.
Having access to the insight and knowledge of veterans and...
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Sales cold calling. The words strike terror into the hearts of many small business owners. You know you have a great product or service, but the idea of emailing or calling up a bunch of strangers and trying to convince them of that…Yikes.
The very good news is you can build a solid,...
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We all have one customer account that is just out of reach. You know which one I'm talking about. The Big One.
The one account that’s a career maker, and will move you into the spotlight. To land that account, you’ve called them. Emailed. LinkedIn. Networked.
But still … crickets.
If we...
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We hear it all the time: companies are impressed with the capabilities of marketing automation, but they just don't feel like it's the right time to implement.
According to SiriusDecisions, marketing automation adoption is expected to increase 50% by 2015 — meaning that within the next two...
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These easy tweaks to your sales process to create a huge increase in both sales revenue and profit:
Step 1. Reduce the number of opportunities you pursue
The more opportunities you've got, the more likely you are to make a sale, right? Wrong. If you can't give each prospect the attention...
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“I’d buy from you, but your price is too high. If
you give me a discount, I’ll buy.” Far too many salespeople hear this line or a
variation of it. In fact, many salespeople
have come to expect that they’re going to get pushback of this sort.
One of the best ways to
eliminate this problem is...
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Look in most organizations and you’ll find someone responsible for sales training, sales materials, systems that support the sales organization, and sales team support. That person usually sits in Marketing or Sales and it may be their full-time job or they squeeze it in between other...
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