Inability to keep up with rapid changes in the market is one of the main reasons why the sales leader’s average tenure is shrinking. Smart sales leaders, however, have learned to embrace change and turn it into an opportunity to create revenue growth.
Here are a few ways you can accomplish the...
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A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn't such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then books a flight to California so...
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Your prospect’s inbox is a cutthroat place to be.
With over 100 billion emails sent every day, it’s getting harder and harder to stand out from the other scores of attention-seeking messages your customer deals with each day. Or better yet, get an actual reply to your email.
But it’s far from...
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Your new email mantra should be simple to understand; easy to answer.
I've seen hundreds of thousands (if not millions) of cold emails sent from all kinds of companies, from tiny startups to $20 billion+ behemoths. And of course, many of these cold emails go...
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Your average salesperson has an arsenal of tools at their disposal for closing the deal in order to adjust to each individual prospect. But is one of those tactics to use humor? If it's not already in your back pocket, ready to utilize in the right situation, read up about how you can start...
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It used to be a joke among a small group of people... The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their importance to sales performance, and my...
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There is a growing community of sales managers who prioritize people over metrics. They have emerged as leaders in the trenches who lead by example, guidance, and quality coaching. Few people know about these leaders because they’re heads-down, focused on building and developing their team. Sales...
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I’ve learned so much about sales from being a father — not the least of which is the tactful art of negotiation.
From after-school snacks, to TV time, to bedtime routines, not a day goes by where my kids don’t challenge the house rules to better their personal...
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Whether you like it or not, you’re in a race for value. As you read this, existing and emerging competitors are figuring out new ways to replace you. Your only protection is your ability to continually create value for your customers.
What is Value?
Value is a perception of the worth of something....
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