Jeff Pulver, a co-founder of Vonage and an Internet
entrepreneur, had a passion for connecting that started at an early age. When
he was nine his uncle showed him a ham radio. “It was a moment that changed my
life. I was like— wow—my uncle found the cure for loneliness.” By age twelve,
Jeff had...
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Everyone dreads cold calls, so my advice is, don’t do them.
There are so many ways to get to know your prospect and their company before
you reach out to them via email or phone that you should never have to make a
cold call. Do some homework before you start “dialing for dollars” and cold
calls...
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The reason why sales organizations fail to
achieve budget is that they lack the resolve to direct their salespeople to
focus on only a few important things. Most sales organizations try to do too
much and many end up with overwhelmed sales people who underperform.
It’s the last quarter of the...
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How well do you collaborate
with your colleagues in various disciplines at your company? What happens when
it comes time to hand off a technical or engineering project for
commercialization by the marketing and sales folks? Learning to defer to
the expertise of others can be traumatic and...
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How does
your organization interact with customers? Is your communication structure
transparent? Does this translate when speaking to prospects? Your sales team
serves as the face of your organization. They are the first point of contact
for a potential new customer, and those first interactions...
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Of the
country’s roughly 100 million full-time employees, an alarming 70 million (70%)
are either not engaged at work or are actively disengaged. That number has
remained stagnant since Gallup began tracking the U.S. working population's
engagement levels in 2000. Talk about a lost...
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Whether you're an entrepreneur trying to sell more products or a consultant hoping to sell more services, the very best thing you can do right now is to increase your Discoverability Quotient (DQ). This is the percentage of times someone is looking for a person with exactly the skills,...
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Feeling short on money, time or expertise? Congratulations!
Your lack of resources may actually hold the key to success for your start-up
or small business. It's all about innovation, and using sales strategies that think bigger.
1. No money? No problem.
Real estate entrepreneur Nick
Jekogian...
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In the day to day of managing customers, generating leads or
running a business, it’s easy to get comfortable. But just when you’re settling
in or simply continuing to run at that same pace, change steps in. So, I
like to remind the businesses I work with and even me in my own business –...
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