Sat.Apr 14, 2012

Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The Sales Hunter

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue. Sales prospecting is not easy — I’ll admit it. It takes dedication and a process.

Companies Don’t Make Decisions. People Make Decisions.

The Sales Blog

Companies Don’t Make Decisions. People Make Decisions. is a post from: The Sales Blog | S. Anthony Iannarino. It’s the most natural thing in the world to use the company’s name when you talk about losing a deal. It’s easy to attribute the loss of the opportunity to a decision that the company made. You might say something like, “Acme went with our competitor.” Or maybe, “Can you believe that XYZ Company chose someone else?” But companies don’t make decisions.

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Better meetings through technology

Sales and Marketing

If you want to start your meeting with a twist that will raise some eyebrows, Jon Petz recommends trying this: “Hey everyone, please make sure your phones are out and on.”

Lessons learned from a father’s letters

Sales and Marketing

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Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.