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Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

They ask for references. The best example of doing a lousy job in this area is the salesperson who was referred in yet still gets asked for references! How a salesperson handles the request for references is crucial and most salespeople screw it up royally. Some of your references won''t return the calls.

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Resistant Salespeople Can Prevent Consistent, Strong Sales Results

Understanding the Sales Force

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. I started coaching him when he was old enough to hold a wiffle bat.

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10 Most Popular Marketing Articles of 2018

Zoominfo

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. In the marketing world, brand storytelling refers to campaigns that use creative narratives to showcase a brand or product. Key Takeaways About Our Top Marketing Articles in 2018. Read: The Beginner’s Guide to YouTube for B2B Marketing.

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Give Your Customers a Reason to Refer You

No More Cold Calling

Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. Read on, comment, and succeed through referrals: “Do your customers have a reason to refer you?

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Another HBR Article on Sales Leaves Me with Mixed Feelings

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.

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Key Privacy Considerations from the Experian Appeal

Zoominfo

For reference, the Information Commissioner’s Office (ICO) alone has taken enforcement action against over 100 businesses for violating data protection regulations. This article covers the details of the Tribunal’s findings and what they mean for the direct marketing industry. The Tribunal found that Experian failed to notify 5.3

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Research-Backed Benefits of Diversity on Sales Teams

No More Cold Calling

Diversity doesn’t just refer to race and gender, but also encompasses categories such as age, sexual orientation, religion, military service, people with disabilities, and other traits and experiences that are reflected in a company’s workforce.”. times faster and profits 4.1 times faster than their peers.”.

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