Document Related Topics 
No More Cold Calling
NOVEMBER 22, 2011
Yes, here’s how: • Prepare a Discussion Document, which summarizes the business issues, the ROI of your solution, and a pricing range • Schedule a time to review this document before you leave the meeting. You put a lot of thought and work into a Discussion Document or Proposal.
No More Cold Calling
NOVEMBER 16, 2018
Answer: You build a referral system that is documented and adopted by salespeople. The question is: How in the heck can you increase your customers without hiring more sales reps or investing in more technology? How do you ensure adoption? Scaling referrals needs to be predictable —which means there must be metrics linked to KPIs.
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No More Cold Calling
MAY 24, 2018
There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Sales productivity tools are everywhere, but do they really enhance productivity?
No More Cold Calling
JANUARY 24, 2013
Psychologist Stanley Milgram polarized the six degrees theory in a 1967 study, which asked 296 volunteers from Boston and Nebraska to get a document to a stockbroker in Sharon, Massachusetts using only their acquaintances.
No More Cold Calling
MAY 29, 2014
After the discussion, send a follow-up note to document and confirm once again. The answer is simple: Verbally clarify expectations and follow up in writing! End your conversation with a clear agreement on expectations for the following: What? Include these specifics for each action item. It Only Takes a Minute.
No More Cold Calling
MARCH 22, 2018
Specifically in an industry like sales where huge sums of money are spent trying to get the sales team to adhere to process, find efficiency wherever possible, document activity, and produce predictable and repeatable results. That may seem like a strange statement when speaking about technology.
No More Cold Calling
FEBRUARY 7, 2013
Success in sales is based on a foundation of well-defined, documented sales processes (and associated metrics) that establish clear expectations for how selling should occur in your organization. What are some key behaviors that open the door to a vicious sales cycle? Lack of consistently applied sales processes. Lack of responsiveness.
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