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JUNE 25, 2014

It’s always easy to say why something is not going to work – it is quite another to propose an alternative. Close More Deals. Become more focused on new ideas than being stuck on one specific one. Be open to criticism and ask for it to be constructive. Do you have an open door policy? Increase Opportunities.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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JULY 9, 2012

You or one of your sales colleagues may have one of these (or more) on the report that you turn in whenever the boss wants to know what deals are pending that you think are going to close. Here are 3 steps to begin to determine if the deal you are reporting is one you can count on as coming to closure soon.

Opportunity 200

Opportunity Report Buyer Pipeline 200

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JUNE 3, 2013

So, you stick with “your guy” A better alternative is that you start from the beginning knowing that a complex sale has multiple decision makers so it makes perfect sense to do some looking around and contacting more than one person. Close More Deals. You think they could even shut your efforts down. Increase Opportunities.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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MAY 26, 2014

LinkedIn is a fantastic source to find alternate contacts in a prospect account. Close More Deals. Stuck on Hold: Do you have the wrong contact person or is your contact at the company you want to do business with giving you the run around? Did they stop talking to you? Increase Opportunities. Expand Your Pipeline.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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OCTOBER 2, 2012

Be aligned and work closely with marketing – an aligned company does better than one that is not. Alternate sending a fun resource or article to prospective clients that has nothing to do with business and make the next contact a business resource. Sharon Baker). Make sure your messaging is perfectly targeted at your buyer.

Ideal Customer Profile 195

Ideal Customer Profile Revenue Buyer Persona ACT 195

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JANUARY 31, 2012

You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. Geoffrey James has a great post on how to close business , based on a conversation with sales guru Linda Richardson (no relation… but high admiration).

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275