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FEBRUARY 18, 2013

When I worked for Franklin-Covey as a facilitator, we did an exercise with class participants where they would make a list of all of the things that they could directly control, and another list of all of the things they could not control. Try it sometime.

Buyer 222

Buyer Inside Sales Exercises Outbound 222

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JULY 11, 2013

This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get those answers. What clients do you need questions answered?

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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SEPTEMBER 26, 2014

For some sellers, it is the one exercise that gets them to see how much longer their email messages are from what they should be. Since most buyers are reading (or simply deleting) your email by phone, this is the perfect way to see how many times you have to scroll down.

Buyer 226

Buyer Exercises Compensation Engineering 226

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OCTOBER 11, 2013

When I think of social debt, it reminds me of an exercise you can do with any group of people – ask them to shut their eyes and shout out the first words that come to their mind to describe a salesperson. As a sales person, it’s our job to make the connections that matter. Yep, even today, very negative images are conjured up.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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JUNE 30, 2013

If you want to improve your prospecting results, try this simple exercise and send yourself your message and review it on your mobile device. A response rate of 40%, compared to the 10% I was getting with the longer message. . My next 2 days are already booked with intro calls with qualified prospects. You might be surprised what you find…….

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

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MAY 30, 2013

For those who do, it can be a startling exercise and a most valuable one. The Smarter Commerce Global Summit was full of customer satisfaction and brand building stories, held at the Gaylord OpryLand Resort in Nashville – a customer service mecca from my first time visitor experience. This is what top marketers do.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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JANUARY 17, 2013

These monthly reports are almost always out of date, inaccurate, and become a futile exercise thrown together by busy sales reps who feel that some of their prospect knowledge is none of the company’s business.

Tools 230

Tools Hiring Report Face-to-face 230