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APRIL 3, 2012

“Prospective Customers Don’t Always Know What They Need” For a long time, I used a contour bed pillow and thought it was great. It solved an issue of being more comfortable for my head and neck. The problem over time though became that I could never flip it over, like a standard pillow. I couldn’t fluff it. The funny thing was that I didn’t know I wanted to flip it over.

Lead Rank 190

Lead Rank Lead Scoring Face-to-face Outbound 190

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APRIL 2, 2012

As a seller, there are things that you should not do and then there are major irritants that turn someone far away from you. In sales we know how to push the envelope a bit – how to be bold and how to find ways to stand out. But within all this creativity happening to get your buyer’s attention, there are still some very basic tenets of business building that you must pay attention to.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

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APRIL 4, 2012

image courtesy of Extole. With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I’ll be moderating a second roundtable on Thursday, April 12 at 1PM Pacific / 4PM Eastern. We will build on the previous discussion as we hear from influencers Colleen Francis of Engage Selling , Anthony Iannarino of The Sales Blog , and Kelley Robertson of Robertson Training Group.

Influencer 181

Influencer B2B Lead Rank Lead Scoring 181