Tue.Jan 17, 2017

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The Fastest and Easiest Way to Reach Sales Greatness

Understanding the Sales Force

One of the things I hear an awful lot is, "Dave, how do you write so many articles?". 1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too - to find and close more business , sell more consultatively , qualify more thoroughly , and earn more money.

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Top Tips When Taking A Client to the Super Bowl

Sales and Marketing Management

Issue Date: 2017-01-18. Author: Tony Knopp. Teaser: By the end of this weekend, we'll know which teams are headed to the Super Bowl. Taking prospects and clients to a game can be a powerful way to deepen and advance your relationship. Keep these do’s and don’ts in mind to make sure the experience is a positive one that will make them remember you and your company for a long time to come.

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The Customer Is Rarely Right

The Sales Heretic

One of the most common clichés in business is “The customer is always right.” It’s a staple of books and training seminars on sales, marketing, and customer service. And it’s dead wrong. While today’s buyers certainly have access to more information than ever before, there are still plenty of things they typically don’t know, and [.].

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Text Messaging for Prospecting?

The Sales Hunter

The last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose and a customer to gain by texting someone. Boom! […].

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Undercover the Inch-wide, Mile-deep Buyer Behavior Opportunity

SBI Growth

Today in this post we will demonstrate how to inject buyer behavior into product strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the product strategy section and review the.

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7 Steps to a Quota-Busting Sales Force

SBI Growth

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4 Steps to Create Client Advocates

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

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The Reality of Selling Has Always Been This

Increase Sales

So what is the reality of selling? If you listen to many of the sales trainers, sales consultants to sales authors, the reality is 100% focused on the salesperson. Ask this question, make this comment, etc. However, the reality of selling hasn’t changed since man began exchanging something for something else. Zig Ziglar said “Sales is the transference of feelings.” Each of those exchanges between seller and buyer resulted in the transference of some feelings.

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Your Goals & Resolutions Deserve More Respect

VuVan

Happy New Year! I am writing on day 17 of the new year, and according to many polls and study, most people will abandon their New Year’s resolution within two weeks and about 66% will be abandoned by the end of the month. Why is this? These studies show that we have good intentions, but […].

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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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How to Find Your Sales Gold Mine

Engage Selling

What if I told you that you may be standing on a sales gold mine and not even know it?

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4 Tips for Finding Industrial Salespeople Who Can Sell Value

The Brooks Group

Our clients in industrial distribution are constantly telling us that it’s difficult to find the right people for the sales openings they have. They find that it’s typically very easy to find a candidate who has the technical knowledge required to understand the products; however, it’s like searching for a needle in a haystack to find a candidate with technical knowledge AND the traits required to sell successfully in the highly competitive industrial environment. .

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TSE 487: How To Become Indispensable To Prospects & Clients

Sales Evangelist

Today I’m going to teach you how to stand out and become indispensable to your clients, prospects, and your company. My wife and I saw a movie last week called Hidden Figures. It’s about a group of African-American “computers”, who were really mathematician women working for NASA. When Dorothy Vaughan (played by Octavia Spencer) realized […] The post TSE 487: How To Become Indispensable To Prospects & Clients appeared first on The Sales Evangelist.

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TSE 488: How To Get Better Clients By Identifying Most Profitable Customer And Find More People Who Look Just Like Him or Her

Sales Evangelist

We all need profitable customers, but you have to speak to their needs. Much less, how do you even find them? Today’s guest is John Dwyer, an Australian marketing genius, sales professional and entrepreneur. He will teach us some simple concepts on how to get those profitable customers that no one would want to get […] The post TSE 488: How To Get Better Clients By Identifying Most Profitable Customer And Find More People Who Look Just Like Him or Her appeared first on The Sales Evangelist.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.