When I speak, I
hand out three scratch-off lottery tickets to
illustrate why sales leads are like scratch-off lottery tickets.
The tickets I distribute cost $5 and have the potential to instantly pay off up to $100,000 for the winning
combination of numbers. I tell the people holding a ticket not...
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If your sales team is underperforming, it's likely because you have a broken process.
We asked these eleven sales experts what processes they often find and fix for their clients.
The problem usually begins with prospecting—the first part of the sales process.
Salespeople are...
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How do you and your
technical and sales colleagues work to appreciate differing perspectives? These differences can fuel
collaboration, not disagreement. And it’s up to you to choose the outcome.
The cultures in technically-intensive companies perceive business development specialists to be...
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Professional
buyers are just that – professional.
They didn’t get that way by being a slouch. Today’s buyers are more educated and equipped
to do battle with salespeople than ever before.
I hate to
say it, but too many times the buyers are winning. And they are not just
winning by a...
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Top
sales professionals know that the difference between good and great performance
requires thinking about how to close a deal versus how to serve the customer. If you aspire to sales greatness, apply these four best
practices that will drive you to new levels of success.
1. Stop
asking yourself...
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It’s more difficult than ever
to win new business. It’s more competitive than ever, too. And if it’s
difficult to make the top line grow, it is even more difficult to make the
bottom-line grow. And just try growing both the top and bottom lines at the
same time.
Globalization means we’re...
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As part of a session at last year’s
Dreamforce, Amit Kulkarni,
Co-Founder of Do.com (formerly Manymoon), spoke on the topic of productivity
for the small business owner. While acknowledging the emergence of social media
as exciting new channels for sales, and service, Kulkarni says that
they’ve...
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Today, many small business owners are suffering from a syndrome that, while treatable, can hamper the future growth of their business. Common symptoms include unexplained lost deals, a vague feeling that leads are falling through the cracks, and a frustrating inability to get a view into their...
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Sales
can be a tough job.
Whether
business is booming or your sales pipeline has slowed to a trickle, every deal
you close requires an almost surgical application of techniques, strategies,
and skill. Far from the lowbrow reputation it can garner from other departments,
sales success is both an...
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