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Book notes: SPEAR Selling

Sales 2.0

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection. Account Strategy.

Referrals 195
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Sales prospecting made easier

Sales 2.0

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?

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Book notes: Success is in your Sphere?

Sales 2.0

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. The book presents a framework for building relationships called “CAPITAL”. If you want a method for developing new habits, I recommend reading the book The One Thing and learning about the “66-day challenge.”.

Fashion 195
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23 Powerful Email Call To Action Examples To Make Your Prospects Respond

Sales Hacker

It could be to book a meeting or to subscribe to get regular updates. Because a sales email is only completely successful if the prospect actually does what you asked them to do in the call to action. Because a sales email is only completely successful if the prospect actually does what you asked them to do in the call to action.

Examples 105
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Best Motivational Book Recommendation for the Holidays

Mr. Inside Sales

I want to share with you one of my all-time favorite books on how to develop the right mindset for overcoming and achieving just about anything. This is a book I picked up years ago, and I continue to read it at the end of every year as I set my new goals. It’s packed with useful, no-nonsense examples that will really resonate.

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10 Proven Sales Prospecting Techniques To Book More Meetings

Gong.io

Sales prospecting is dead. Sales prospecting is an essential part of your process. . That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Prospecting Technique #1: Use This Cold Call Opener. Want to totally level up your sales prospecting game? Dramatic pause*. performs 6.6X

Meeting 124
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Prospecting goggles

Sales 2.0

The problem is every deal seems great until you actually “get married” to your prospect and they become your client. When you have a book of business and take a look at your customers, you will inevitably see segmentation. Examples of these might be: Organization believes in outsourcing.