"Before purchasing a cruise, we might picture ourselves laying on a beautiful beach."
You've heard it before. "Customers don't buy features, they buy benefits."
But Mark Hunter, The Sales Hunter, will tell you different. Great selling is not about features or...
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Let's face it, we all
want to be associated with people who are influential. One of the best things that can happen for
sales is to have an industry influencer speak, blog or Tweet positive comments
about your product and/or service. Having this third party endorsement from an independent...
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For the average salesperson, time is valuable. If only you had hours to pour over sales playbooks or attend talent development workshops. Fortunately, a bunch of marketing fans decided visual, scannable infographics allow anyone to consume massive amounts of data within minutes. The following...
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In
today’s world of information overload, making an impact with a sales
call is critical for thriving as a salesperson. Perfecting each step in
your approach will harness the power of cold calling to get to what
every salesperson wants — exceeding their numbers.
Want to make the perfect call...
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The Grounds Guys, a full-service grounds care company, uses Salesforce Chatter to stay collaborative.
As part of last year’s Dreamforce, Peter van Stralen, CEO of
Sunshine Brands, spoke about how his organization’s The Grounds Guys uses
collaboration tools to improve the overall health...
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A common belief when it comes to sales success is that it’s a dog-eat-dog world. That the fastest and best way up the
corporate ladder is to look out only for yourself. Not according to speaker and
author Bob Burg, who says the key to success is actually shifting your focus from
getting to giving....
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When a potential customer agrees to a discovery call or first meeting, it is paramount to
maximize that time. Are your discovery calls launching a business relationship, or failing to
connect?
The best discovery calls build rapport, generate trust and help buyers make informed choices. The...
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Your next salesperson should view everything with a competitive edge, including the treadmill.
In his Inside Sales Summit session, Hiring
Truly Driven Salespeople, Kevin Gaither, VP of
Inside Sales at uSamp, shared his top interview tips for finding unparalleled sales
talent.
Here’s a...
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In a session for the recent Inside Sales Virtual Summit,
Craig Elias, co-author of SHIFT!
Harness The Trigger Events that Turn Prospects into Customers,
discussed the importance of being at the perfect place at the perfect time for
achieving maximum sales success. Equating the sales process with...
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