Selling Essentials RapidLearning Center
MAY 24, 2023
Beyond goals to implementation The problem is that you committed to your goal — but not to the activities required to realize it, like identifying prospects, reaching out to them, and consistently following up. You had what behavioral researchers call “goal intentions,” but numerous studies have shown that these aren’t enough.
Janek Performance Group
AUGUST 23, 2023
Yet, according to HubSpot Research, 42 percent of sellers struggle establishing urgency. Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. It was instrumental in Kahneman winning the 2002 Nobel Prize in Economics.
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Partners in Excellence
JANUARY 28, 2023
Imagine receiving a very well crafted prospecting outreach. ” Others are showing how to research companies to help identify the issues they face in embedding them in these 1000s of emails. I should be, I co-founded a successful AI company in 2002. It is well written. But there is a problem.
No More Cold Calling
JUNE 16, 2016
Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? More recent research shows it now takes fewer than five. Researchers summarize: “When considering another person in the world, on average, a friend of your friend knows a friend of their friend.”. Your referral network is larger than you realize.
Anthony Iannarino
SEPTEMBER 21, 2019
The first time I used my new deck was in a quarterly business review with an existing client in 2002. I am not a researcher, not that you would know that by the way I read and study the things that interest me, the things I want to learn, and the things that are important to my clients. The First Call.
Smooth Sale
JUNE 13, 2019
My inquisitive mind researched why more business owners don’t hire experts. In 2002, I created Commanding View, Inc. Experts typically don’t understand the importance of consistent and frequent communication with prospective clientele. We distribute your words to tens of thousands of prospective clients for you.
Customer Centric Selling
FEBRUARY 17, 2016
The first was: No goal means no prospect. Back in 2002 we suggested attendees to many tradeshows were “tire kickers” and would be poor entry points to start buying cycles for complex and expensive offerings. Instead of walking tradeshow floors, researchers can now do product research via the Internet.
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