Sun.Jan 13, 2019

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Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

YES! The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service.

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Neuro-Linguistic Programming for Better Business Outcomes

Zoominfo

Today we’re talking about Neuro-Linguistic Programming (NLP). Now, if you’re not familiar with the phrase, NLP probably sounds like something straight out of a science fiction novel- but, don’t let that scare you off. In actuality, NLP is a unique discipline that combines psychology, neurology, and linguistics to provide practitioners with important skills needed to manage the connection between a person’s mind and body.

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How “Sales-speak” Limits Us

Partners in Excellence

Every profession has it’s own language. It’s a shorthand that enables people in the profession to more effectively and efficiently communicate with each other and to get things done. For example, finance types talk about debits, credits, accruals, depreciation, assets, liabilities, and so forth. They have their own acronyms like A/R, A/P ROCA, EBITDA and so forth.

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Speed Limits, the Flow of Traffic, and Sales Pipelines

Membrain

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Why You Should Start Prospecting

KO Advantage Group

If you say you don't have time to prospect, then when are you going to make time for it? When you’re running out of deals? When the money stops flowing? Go to places where your ideal clients are and start prospecting. You can also pick up the phone and start cold calling to find leads. Prospecting shouldn’t be a difficult task. You can easily dedicate 20 minutes a day to do this.

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Get it in Writing: The Value of a Sales Enablement Charter

Bigtincan

This post is a snippet from The Essential Guide to Sales Enablement for 2019 A sales enablement charter specifies your revenue goal and sales objectives along with who is responsible for what. This is a critical step in deploying a sales enablement strategy, so don’t skip it! Start by assessing the current state of your marketing […].

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Weekly Recap, January 13, 2019

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

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TSE 1007: Is It Possible To Have A "Perfect Day" In Sales?

Sales Evangelist

Is it possible to have a “perfect day” in sales? Phone calls from prospects just as soon as you walk into the office … demonstrations are set … proposal reviews are awesome; everything is smooth sailing. What would it take to have that perfect day in sales? Do we have control over any of the elements? I think so. In this episode of The Sales Evangelist, I will share something valuable that I learned over the weekend that can help us all accomplish the perfect day in sales. [0:00] Perfection doe

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