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DECEMBER 8, 2014

One must attract the attention of the ideal customer or target market because unless people know about you, your company and your solutions your small business will remain pocket poor. ” Later he adds by embracing the quick and easy, companies starve people. Marketing is the first phase of the overall sales process.

Social Media 148

Social Media Media Marketing Small Business 148

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MAY 19, 2014

Research on company’s industry (16%). As to how customers access a company’s blog also reveals certain marketing behaviors. 52% prefer to go directly to the company’s website versus. Is my style of writing, personal, a reflection of my company’s business ethics and leadership? Funny Stories (12%).

Social Media 130

Social Media Channels Media Facebook 130

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JUNE 2, 2014

Imagine how much time is spent on determining a logo for a company. Because those logos transcend time and over decades are immediately associated with their companies. When you see a specific brand, hear the name of a specific company or even a person, certain unconscious feelings suddenly become conscious.

Marketing 134

Marketing Small Business Small Business Social Media 134

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NOVEMBER 11, 2016

Then a leadership consultant not only gave his name and his company, he went out for another 10 second to provide additional information. A colleague sitting next to me said: “Just your name and your company, I guess he doesn’t follow directions very well.” The first 15 people followed his directions.

Networking 144

Networking Lead Rank Lead Scoring Discount 144

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DECEMBER 9, 2014

We (the Sales Training Company, the Sales Coach or Consultant) take no responsibility (guarantee no sustainable results) for learning outcomes that last for longer than 60 to 120 minutes. This important sales training contract clause is one of the main reasons why most sales training or any training does not stick.

Training 175

Training Small Business Small Business Guarantee 175

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OCTOBER 4, 2013

These callers usually leave a voice mail and go something like this: “Hi Leanne (sometime my name is used more often it is not) this is (insert name) with (insert company) and I want to talk to you about your sales process (insert marketing, social media, SEO, etc.) And how our solutions can increase sales.” See second point).

Cold Calling 134

Cold Calling Insurance Insurance Social Media 134

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NOVEMBER 13, 2014

My company used to generate sales leads for companies like Accenture, American Express, IBM, GE, Samsung and senior executives from over 80% of the Fortune 500. (In In reading his LinkedIn profile he is affiliated with a major coaching and licensing firm because the last company he worked for was a technology firm.

Sales Leadership 165

Sales Leadership LinkedIn Decision Maker Ideal Customer Profile 165

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AUGUST 20, 2013

They surveyed data from these four categories of company during the first quarter of 2013. Small” companies handled less than 500 calls. Medium” companies handled less than 1,500 calls. Another gem from this data was small companies that handled less than 500 calls had the longest wait time of 1 minute and 47 seconds.

Small Business 138

Small Business Small Business Survey Inside Sales 138

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JUNE 27, 2013

Here is one example (I have removed the person’s name and company). My company, XXXX, helps companies like yours easily and inexpensively manage these challenges through our cloud-based sales tax automation service. Leanne, I didn?t t want to call before dropping you a note. s why I hoped we might speak. Regards, XXXXXX.

Marketing 137

Marketing Scale Face-to-face Engineering 137

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JUNE 4, 2014

If a prospect doesn’t know you or your company, that prospect must become convinced of three very important things: Making a change in suppliers is worth the hassle involved. Your proposed solution will meet the company’s needs and provide tangible benefits that warrant changing the status quo, and. Three Keys to Credibility.

Vendor 135

Vendor Face-to-face Exact Competition 135

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SEPTEMBER 17, 2012

Yesterday I came across this unattributed remark as I seeking quotes on employee retention including team building and human resources: “A company is known by the people it keeps.” However this quote can also be read from a different perspective being those companies that do not manage their workforce well.

Retention 146

Retention Tourism Salary Loyalty 146

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APRIL 12, 2013

Of course I had a lot of good company given my place was the same place thousands of others business growth consultants began. This revelation hit me when I realized that the majority of my clients cannot answer these 3 questions: Do you know how the company makes money with 100% clarity and certainty?

Revelation 143

Revelation Infusion Small Business Small Business 143

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AUGUST 3, 2012

Imagine what would happen if any company or organization accepted this axiom: Everyone in this company is in sales! If you have not figure it out what is the new competitive advantage it is: Everyone in this company is in sales. “Sales is the transference of feelings.”

Competition 156

Competition Small Business Small Business Infusion 156

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JULY 19, 2013

62% of companies outsource their content marketing. B2B companies that blog generate 67% more sales leads per month. Companies with less than 10 employees allocate 42% of their marketing budget on content. Billion will be spent on content marketing, video marketing and social media in 2013.

Leads 158

Leads Marketing Qualified Lead Social Media Inbound 158

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NOVEMBER 7, 2014

In the last 24hours, I had 10 different app companies follow me on Twitter. Loading up even the basic information, “playing” with the app and then determining if the app is the right fit for the company must be considered with every app. There are what I call two shadow problems to this small business dilemma.

Small Business 139

Small Business Small Business Compensation Hiring 139

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APRIL 17, 2014

As the authors in Fail-Safe Leadership state: ” If any of these conditions exist in your company, this does not mean you, the reader, are in ineffective leader. It simply means that your company has leadership problems. High staff turnover. Unacceptable results. Share on Facebook.

Small Business 156

Small Business Small Business Face-to-face Advertising 156

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JULY 25, 2017

A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Note: Only a person not a company can send a LinkedIn invitation.). Then if he did accept, the next action would be a sales pitch. Lazy Salespeople and LinkedIn Invitations.

LinkedIn 106

LinkedIn Social Media Policies Facebook 106

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APRIL 15, 2013

We want to be weighed , and we’re always working to build a heavier company. …” So what makes a heavier company versus a lighter one is the question? My sense is a heavier company looks to the future by building a stronger foundation and that may require lesser profits one year.

Small Business 145

Small Business Small Business Enterprise Enterprise 145

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SEPTEMBER 14, 2014

We know this because leadership in the super majority of companies still has not addressed critical issues regarding talent management including skill development, compensation and general working conditions such as “remote” working. Where there appears to be some forward thinking leadership is in the smaller companies.

Outsourcing Services 128

Outsourcing Services SAP Government Compensation 128

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JUNE 29, 2013

The common elevator pitch starts out as follows: “Hi, my name is… with (insert company) and we (or I) help…blah, blah, blah.” After you introduce yourself, you may say something like: My name is… with (company’s name) and our customers share (or have discovered) – (now insert results).

Small Business 161

Small Business Small Business Influencer Facebook 161

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AUGUST 19, 2014

Years ago, people left college and went to work for one company. They became “company men or company women.” Are you seeking a salesperson who will be influenced by your organization or who may stick around for a while? Salespeople with this sales leadership temperament of impressionable may fit that bill.

Sales Leadership 114

Sales Leadership Hiring Influencer System 114

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JULY 15, 2013

Companies still need solutions to keep their operations running as efficiently and effectively as possible. The change for salespeople is they must learn how and where these small business owners to the Fortune 100 companies are redirecting their efforts. Sales is changing yet remaining the same.

Small Business 157

Small Business Small Business Advertising Advertising 157

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APRIL 22, 2014

.” He or she “will honor the concept of doing things according to the rules and regulations of the company.” They may feel that a company policy is only to be utilized when they are practical and functional, but whenever a policy hinders the effective and practical execution of their job, the policy can be ignored or broken.

Policies 124

Policies Sales Leadership Guidelines Negotiation 124

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JUNE 22, 2013

My company, develops custom iPhone, iPad and Android Mobile Applications for companies across the country. firm’s name, with our XXXX, has become the partner of choice for companies around the country looking to build a leading mobile site or mobile application. I know you’re busy so I will be brief.

Email Marketing 144

Email Marketing Marketing Coaching Small Business 144

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DECEMBER 4, 2013

The reality is that CRM data is important to companies and they push sales reps hard to update it. Aaron Tolson is the co-founder of Badger Maps, a sales mapping software company that helps sales reps and enterprises to boost sales and increase CRM adoption by combining CRM systems, maps, schedule, route optimization, and leads search.

Sales Qualified Lead 147

Sales Qualified Lead CRM Twitter System 147

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OCTOBER 30, 2013

Yet so much of the sales training coaching advice from books to webinars to workshops to actual training focus on what worked (best sales practices) in landing those big buck contracts with those big companies. Sure you can dial for dollars as the insurance companies advocate or knock on doors (cold calling) and secure some SMB sales success.

Training 156

Training Insurance Insurance Social Media 156

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MAY 22, 2014

Doing the math especially for a complex sale is time consuming and requires a lot of fact finding research about the company probably even before you step through the door or even make that first phone call. When you complete your research you will end up with the following figures for your prospect’s company: Total Revenue $$$.

Forecasting 138

Forecasting ROI Facebook Research 138

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FEBRUARY 19, 2015

Companies acquire other companies because they want business growth in existing marketing or new markets. Companies fail to look beyond the balance sheet. The company being merged has its own culture and the acquiring firm has its own culture. No where is that more prevalent than in mergers and acquisitions (M&A).

Customer Service 70

Customer Service Ideal Customer Profile Face-to-face Twitter 70

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JANUARY 25, 2012

The natural tendency for many sales people is to start by talking about their company, their product, or their services. Contrary to popular—and misguided—belief, your prospect doesn’t care about you, your company or your brochure. This approach is the least effective way to open a sales call because it focuses on the wrong thing.

Case Study 155

Case Study Face-to-face Facebook Quota 155

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JUNE 23, 2015

The Sales Objection of Your Company. If the buyer senses he or she knows you and can begin to trust you, then your next objective is to overcome any resistance to your company. Salespeople reflect the professionalism of the company’s leadership. As noted previously, professionalism sells.

Real Estate 70

Real Estate Objections Marketing Direct Mail 70

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JULY 30, 2013

For example, I received this one yesterday: Hi, I was wondering if your company can use some help in finding new prospects through cold calling. My company can maximize your sales team’s productivity by generating leads and setting appointments giving them more focus on closing rather than looking for leads.

Outbound 141

Outbound Cold Calling LinkedIn Maximizer 141

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MARCH 3, 2014

Me as a company. Does the person start talking about himself, his company and finally his solution? You know when you are at a business to business networking event and the other person is talking about: Me as an individual. Me as a solution.

Skype 132

Skype Marketing Vendor Facebook 132

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JUNE 26, 2015

If we remember marketing extends beyond paid advertisements and the importance of word of mouth marketing, then our actions or our company’s actions specific to delivery can generate sales objections. How often do we hear the negative comments about this company or that company not delivering on time?

Objections 70

Objections Marketing Social Media Ideal Customer Profile 70

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APRIL 7, 2015

Sales Training goal driven quick fix mentality sales trainers sales training companies strategic plan want-sales-training' Leanne can be reached at 219.508.2859 central time USA. Follow her on Twitter or check out her profile on LinkedIn. Share on Facebook.

Training 70

Training Small Business Small Business ROI 70

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OCTOBER 10, 2012

Knowing the President of the company who was contracted and paid to collect the data and who had just given a presentation about the data, I politely and respectfully called the error to her attention. Recently I attended a regional presentation. Her immediate response as “that was the fault of the design team.”

Small Business 129

Small Business Small Business Webinar Metrics Facebook 129

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JULY 6, 2013

One of my colleagues (I can’t remember what sales expert) shared a story about a company who wanted their employees to focus on one new vertical. By taking this action, the salesperson demonstrated his collaborative value and the company was able to increase sales.

Commission 135

Commission Compensation Coaching Facebook 135

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OCTOBER 16, 2013

Unless people (potential customers) know about you, your company, your solutions (products or services), you will remain as poor as a church mouse. This is especially true for top salespeople who sell for companies with under 20 employees or who sell cars and real estate.

Real Estate 147

Real Estate Social Media Small Business Small Business 147