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NOVEMBER 5, 2018

It is an issue of mammoth proportion, and one I grappled with when I sold products and services that could be easily cancelled (SaaS software, for example) or that were in a competitive industry. For me as someone who reads nearly every new book on professional, B2B selling I felt Anthony under-promoted the huge issue of KEEPING clients.

Cancellation 127

Cancellation Promotion Competition Software 127

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SEPTEMBER 5, 2013

Don’t cancel them. Regular pipeline reviews – a group review can be very helpful as a teaching environment for the newer reps if executed well. This can be done in webinar format for team members that are spread out geographically, or in office weekly.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

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OCTOBER 1, 2012

6) Honor your prospecting time commitments (block out time, and don’t cancel on yourself). We are awarding prizes for anyone who comes up with at least 10 more ideas. 1) Listen harder – really hear what the prospect is telling you. 2) Work to craft a story around your business or product or services.

Outsourcing Services 225

Outsourcing Services Revenue Inbound Hiring 225

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NOVEMBER 26, 2010

For now, just start making these blocks of time and honor it – meaning that you don’t cancel them for other things that come up, unless they are urgent. More on this in a future post. Your end-of-week wrap up review. This is a time slot where you evaluate your progress for the week.

Lead Rank 120

Lead Rank Lead Scoring Revenue Decision Maker 120

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JANUARY 23, 2011

After setting up an initial appointment which got canceled, I never reached him on the phone or had my calls returned. When I remember that following up is about making it easier for Them, it becomes an energized and service oriented practice. I was referred to a client who I followed up with periodically for over a year.

Follow-up 168

Follow-up Lead Rank Lead Scoring Call-back 168