Expert insights. Personalized for you.
In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How. MORE
It does not take long to open a sales call , but how you start often determines how you finish. So a good place to start at getting opening right is exposing these dubious practices. Let’s start by debunking … Myth # 1 – There is set of effective icebreakers that are clever and easy to remember. The opening statement should be tailored to each call because each call has a unique customer and should have a unique purpose. Opening Sales Statements. MORE
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. By measuring this immediate outcome, it brings short term metrics to the program. MORE
To tell you the truth, I’ve had those points. Roughly three years ago, I gave birth to my wonderful son. That was a beautiful time, but not for my company, which had shrunk down to zero. I almost quit my business; I was ready to. I couldn’t even afford a $17 bathmat I wanted to buy for my newborn at the time. While this is one of the goals of our business, it’s an unhealthy position to build a business and connect with clients. I want to know your story. MORE
Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. But, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate. In today’s blog post, we explain why in-person interaction remains critical to the modern sales process and we offer several tips to make the most of face-to-face meetings. MORE
Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. My original copy of How to Work a Room has sticky notes all over it. She was one of the first people to write about networking—a skill all salespeople need but many never manage to master. Susan and I have become good friends over the years, and I continue to learn from her. I invited Susan to share her wisdom in today’s guest post. MORE
Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. But face-to-face meetings come with their own challenges. How to Approach Field Sales Meetings. Ask your prospect if you can arrive 15 minutes early to set up. MORE
While it’s important to know what to talk about, it’s also important to consider how we interact with others. This is especially important when we engage in a face-to-face conversation with someone. In the last century we’ve moved from only one option to communicate with someone not physically with us (writing a letter) to a long list of options that includes phone calls, emails, social media, texting, video conferencing, and more. MORE
One foundational point is particularly worth keeping in mind for delivering an effective elevator speech versus experiencing an awkward moment or missing an important opportunity to introduce yourself and share your story: Just because elevator speeches are impromptu does not mean they cannot be planned. The point being that you have linked what you are doing to a customer need that many companies face versus simply noting a new feature of your product. Elevator Speech. MORE
Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. Every sales manager has encountered this at one time or another – the sales rep who fails to distinguish between asking questions to generate a business discussion of value to the customer and an interrogation. And customers expect sales reps to do just that! MORE
They buy solutions to needs. It’s your job then, as a seller, to uncover those needs. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers). Three ways virtual needs discovery is different than face-to-face selling. MORE
Though virtual marketing has changed the game dramatically with the rise of social media, it can’t fully replace the value of face-to-face marketing. In today’s digital age, there is one thing technology can’t replace: personal communication. Merchandising MORE
Here are two other ways to organically connect with leads using LinkedIn Sales Navigator. But for now, we’re all trying everything to see what sticks. In between the Zoom all-hands screenshots and kids-as-coworkers posts, I’ve seen plenty of actionable tips from sales leaders on how to manage remote teams , how to address COVID-19 in your selling and more. They all are fantastic additions to a new digital toolbelt. It takes time to put together a quality event. MORE
CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and. MORE
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. Whether it’s the inability to provide the added value promised to a physician, like participating in a clinical trial, or not being able to offer the price discount you mentioned, or the failure to meet that delivery date promised to the VP of Logistics, all salespeople face the delivering bad news challenge. MORE
Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Read Susan’s story and learn how to show up and make it count! “In In the main ballroom, they listened in rapt attention as the senior vice president described her mandate: “Stop relying on technology to communicate with clients and increase your number of face-to-face meetings.”. That’s why I wrote Face To Face. MORE
The only way to know the answer to these questions is to ask them. Don't be afraid to get a little bit personal with your meetings, because that’s your edge against your competition. You wouldn’t want to date someone who makes you feel less. They don't want to work with someone who will make them and their business feel less. "People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.". MORE
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. Some writers overload an opening passage to excite the reader. One overarching rule to remember is – one size does not fit all. MORE
Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Even though many of those surveyed had increased remote conferencing be it teleconferencing, Web Conferencing or virtual conferencing, the effectiveness of these technology solutions remained to be seen. MORE
As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI. In this post we’ll cover exactly what face-to-face instructor-led training is, and when it’s the best option. What Is Face-to-Face Instructor-Led Training? The format typically allows learners to interact with one another and the instructor (in real time). MORE
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. Some writers overload an opening passage to excite the reader. One overarching rule to remember is – one size does not fit all. MORE
As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting. MORE
Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. The outfield, in cricket and baseball, is the area in the field of play furthest from the batsman or batter relative to their counterparts playing infield. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. This overall number also included retail sales positions, so, it was very interesting to look at data subsets as well. MORE
There is so much that will change but understanding their value will be a key consideration that corporations need in order to ensure the level of commitment to exhiTrade shows in the future will be unlike anything we have encountered in the past. MORE
I want to talk about making connections. Thanks to LinkedIn, Facebook; and friends and clients, meeting new people and connecting with them is easy as pie. Remember, genuine connections and relationship-building comes smoothly and easily in face-to-face interactions. So, whenever you get the chance, say "hi" to some people. If you want to learn more about polishing your sales tactics, check out my other blog posts. MORE
In this age of high tech where social media has become the way to conduct business, many still fail to recognize the importance of face to face interactions and how they increase sales. A new survey by Economist Intelligence Unit, sponsored by Cisco, entitled Business Leaders’ Views on Interaction revealed the importance of face to face interactions specific to communications and other business leadership concerns. MORE
To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects. For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work. The Center for Sales Strategy (CSS) has embraced the work from home lifestyle. MORE
Greg: “Did they commit to doing anything like sending you materials, financials, booking another meeting?”. I had to admit that my first meeting hadn’t gone so well after all. I had focused on what I wanted to say, not on what they needed to hear. The point of a pre-call plan is to motivate your client to take action. . The goal of each sales encounter is to get your prospect to commit to the next steps or what’s commonly referred to as an advance. . MORE
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. By measuring this immediate outcome, it brings short term metrics to the program. MORE
You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you sit there. For sales questions at all stages of the sales meeting process – click here to download ‘450 Sales Questions’ You finally arrive, hot, bothered and flustered. What do I intend to get from this visit? MORE
Your dance is your face to face sales script. However at the end, we all have several face to face sales scripts because our dancing partners are always changing. The we are sent to another center of influence with just a tad more leverage. Finally, we have an opportunity to meet a key decision maker. What is essential in face to face sales scripts is they are always sharp, crisp and never flat. MORE
Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. Bringing a face, voice and empathetic personality to the interaction makes it more human and real, and can lead to a mutually beneficial relationship over the long term. The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. MORE
I love how I can use my smartphone or laptop to get on a Zoom or Skype meeting. Despite this, though, I’m still a huge believer of face-to-face interactions. Admit it, when we’re talking to a client vis-à-vis, the conversations are more meaningful, transparent, and likely to close the deal. As I’m writing this, I’m on my way to attend meetings out in Vancouver and to do some amazing things. MORE
Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model? MORE
This might be the new way to work, but it has its disadvantages. To learn why you should network and meet face-to-face whenever possible, check out these 15 statistics. 41% of networkers want to network more frequently but don’t have enough time. 68% of entry-level professionals value face-to-face networking more than online. Face-to-Face Communication Statistics. MORE
10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. 4. Understanding the buying process – Get the right information, to the right people, at the right time. MORE
When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts MORE
No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. If you can learn how to not only survive but thrive during these times, then you’ll be in a better position for future business. Here’s my top advice to lead you in the right direction. Try your best not to panic. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects. MORE
With more business conducted across online communication platforms and more sales teams operating in a virtual environment, many sales managers question how proficient they can be at coaching their team at a distance—especially if they have never been shown how to do so effectively. Now, I’m certainly not disputing the value of coaching someone face to face and the additional things that can be observed when doing so. MORE
Face-to-face Related Topics Sales Benchmark Index
JULY 23, 2020
As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting.
MTD Sales Training
MARCH 23, 2016
You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you sit there. For sales questions at all stages of the sales meeting process – click here to download ‘450 Sales Questions’ You finally arrive, hot, bothered and flustered. What do I intend to get from this visit?
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KO Advantage Group
MAY 20, 2019
I love how I can use my smartphone or laptop to get on a Zoom or Skype meeting. Despite this, though, I’m still a huge believer of face-to-face interactions. Admit it, when we’re talking to a client vis-à-vis, the conversations are more meaningful, transparent, and likely to close the deal. As I’m writing this, I’m on my way to attend meetings out in Vancouver and to do some amazing things.
Increase Sales
MAY 10, 2012
In this age of high tech where social media has become the way to conduct business, many still fail to recognize the importance of face to face interactions and how they increase sales. A new survey by Economist Intelligence Unit, sponsored by Cisco, entitled Business Leaders’ Views on Interaction revealed the importance of face to face interactions specific to communications and other business leadership concerns.
Speaker: Bryan Naas, Director of Sales Enablement, Lessonly
Just like training and practice is the cornerstone of any top athlete or artist, the same is true in the workplace. But in the world of sales, practice is often restricted to conference room role-playing and in-person scenarios. Join Bryan Naas, Sales Enablement Director at Lessonly, to learn the tactics you can use to make digital practice a part of the fabric of your teams’ daily schedules.
Zoominfo
OCTOBER 30, 2018
Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. But, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate. In today’s blog post, we explain why in-person interaction remains critical to the modern sales process and we offer several tips to make the most of face-to-face meetings.
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No More Cold Calling
MARCH 24, 2015
Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. My original copy of How to Work a Room has sticky notes all over it. She was one of the first people to write about networking—a skill all salespeople need but many never manage to master. Susan and I have become good friends over the years, and I continue to learn from her. I invited Susan to share her wisdom in today’s guest post.
Sales and Marketing Management
JUNE 1, 2015
Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. Bringing a face, voice and empathetic personality to the interaction makes it more human and real, and can lead to a mutually beneficial relationship over the long term. The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important.
Showpad
NOVEMBER 12, 2020
They buy solutions to needs. It’s your job then, as a seller, to uncover those needs. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers). Three ways virtual needs discovery is different than face-to-face selling.
No More Cold Calling
NOVEMBER 26, 2012
Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Read Susan’s story and learn how to show up and make it count! “In In the main ballroom, they listened in rapt attention as the senior vice president described her mandate: “Stop relying on technology to communicate with clients and increase your number of face-to-face meetings.”. That’s why I wrote Face To Face.
Sales Hacker
APRIL 14, 2020
Here are two other ways to organically connect with leads using LinkedIn Sales Navigator. But for now, we’re all trying everything to see what sticks. In between the Zoom all-hands screenshots and kids-as-coworkers posts, I’ve seen plenty of actionable tips from sales leaders on how to manage remote teams , how to address COVID-19 in your selling and more. They all are fantastic additions to a new digital toolbelt. It takes time to put together a quality event.
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Hubspot Sales
NOVEMBER 7, 2017
This might be the new way to work, but it has its disadvantages. To learn why you should network and meet face-to-face whenever possible, check out these 15 statistics. 41% of networkers want to network more frequently but don’t have enough time. 68% of entry-level professionals value face-to-face networking more than online. Face-to-Face Communication Statistics.
Shari Levitin
SEPTEMBER 24, 2020
Greg: “Did they commit to doing anything like sending you materials, financials, booking another meeting?”. I had to admit that my first meeting hadn’t gone so well after all. I had focused on what I wanted to say, not on what they needed to hear. The point of a pre-call plan is to motivate your client to take action. . The goal of each sales encounter is to get your prospect to commit to the next steps or what’s commonly referred to as an advance. .
The Center for Sales Strategy
MARCH 16, 2020
To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects. For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work. The Center for Sales Strategy (CSS) has embraced the work from home lifestyle.
Sales Benchmark Index
JULY 20, 2020
In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.
Hubspot Sales
MAY 25, 2020
No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. If you can learn how to not only survive but thrive during these times, then you’ll be in a better position for future business. Here’s my top advice to lead you in the right direction. Try your best not to panic. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects.
Hyper-Connected Selling
MAY 24, 2016
While it’s important to know what to talk about, it’s also important to consider how we interact with others. This is especially important when we engage in a face-to-face conversation with someone. In the last century we’ve moved from only one option to communicate with someone not physically with us (writing a letter) to a long list of options that includes phone calls, emails, social media, texting, video conferencing, and more.
Sales Benchmark Index
MARCH 30, 2020
Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?
Increase Sales
JANUARY 10, 2012
Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Even though many of those surveyed had increased remote conferencing be it teleconferencing, Web Conferencing or virtual conferencing, the effectiveness of these technology solutions remained to be seen.
Repsly
JULY 6, 2017
Though virtual marketing has changed the game dramatically with the rise of social media, it can’t fully replace the value of face-to-face marketing. In today’s digital age, there is one thing technology can’t replace: personal communication. Merchandising
Sales Benchmark Index
APRIL 6, 2020
CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and.
The Brooks Group
MAY 2, 2019
As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI. In this post we’ll cover exactly what face-to-face instructor-led training is, and when it’s the best option. What Is Face-to-Face Instructor-Led Training? The format typically allows learners to interact with one another and the instructor (in real time).
Green Lead's B2B
SEPTEMBER 9, 2019
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. By measuring this immediate outcome, it brings short term metrics to the program.
Hubspot Sales
SEPTEMBER 17, 2019
Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. But face-to-face meetings come with their own challenges. How to Approach Field Sales Meetings. Ask your prospect if you can arrive 15 minutes early to set up.
Sales Gravy
JANUARY 2, 2013
There is so much that will change but understanding their value will be a key consideration that corporations need in order to ensure the level of commitment to exhiTrade shows in the future will be unlike anything we have encountered in the past.
KO Advantage Group
MAY 28, 2019
I want to talk about making connections. Thanks to LinkedIn, Facebook; and friends and clients, meeting new people and connecting with them is easy as pie. Remember, genuine connections and relationship-building comes smoothly and easily in face-to-face interactions. So, whenever you get the chance, say "hi" to some people. If you want to learn more about polishing your sales tactics, check out my other blog posts.
KO Advantage Group
JUNE 11, 2019
The only way to know the answer to these questions is to ask them. Don't be afraid to get a little bit personal with your meetings, because that’s your edge against your competition. You wouldn’t want to date someone who makes you feel less. They don't want to work with someone who will make them and their business feel less. "People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.".
KO Advantage Group
JUNE 4, 2019
To tell you the truth, I’ve had those points. Roughly three years ago, I gave birth to my wonderful son. That was a beautiful time, but not for my company, which had shrunk down to zero. I almost quit my business; I was ready to. I couldn’t even afford a $17 bathmat I wanted to buy for my newborn at the time. While this is one of the goals of our business, it’s an unhealthy position to build a business and connect with clients. I want to know your story.
Closer's Coffee
APRIL 23, 2020
Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. The outfield, in cricket and baseball, is the area in the field of play furthest from the batsman or batter relative to their counterparts playing infield. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. This overall number also included retail sales positions, so, it was very interesting to look at data subsets as well.
Green Lead's B2B
APRIL 21, 2011
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. By measuring this immediate outcome, it brings short term metrics to the program.
Sales Training Connection
APRIL 6, 2015
One foundational point is particularly worth keeping in mind for delivering an effective elevator speech versus experiencing an awkward moment or missing an important opportunity to introduce yourself and share your story: Just because elevator speeches are impromptu does not mean they cannot be planned. The point being that you have linked what you are doing to a customer need that many companies face versus simply noting a new feature of your product. Elevator Speech.
Keith Rosen
AUGUST 24, 2010
With more business conducted across online communication platforms and more sales teams operating in a virtual environment, many sales managers question how proficient they can be at coaching their team at a distance—especially if they have never been shown how to do so effectively. Now, I’m certainly not disputing the value of coaching someone face to face and the additional things that can be observed when doing so.
Sales Training Connection
FEBRUARY 21, 2014
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. Whether it’s the inability to provide the added value promised to a physician, like participating in a clinical trial, or not being able to offer the price discount you mentioned, or the failure to meet that delivery date promised to the VP of Logistics, all salespeople face the delivering bad news challenge.
Sales Training Connection
FEBRUARY 18, 2013
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. Some writers overload an opening passage to excite the reader. One overarching rule to remember is – one size does not fit all.
Sales Gravy
DECEMBER 26, 2008
When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts
Sales Training Connection
JUNE 15, 2012
Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. Every sales manager has encountered this at one time or another – the sales rep who fails to distinguish between asking questions to generate a business discussion of value to the customer and an interrogation. And customers expect sales reps to do just that!
Sales Training Connection
JANUARY 31, 2014
10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. 4. Understanding the buying process – Get the right information, to the right people, at the right time.
Sales Training Connection
NOVEMBER 18, 2013
It does not take long to open a sales call , but how you start often determines how you finish. So a good place to start at getting opening right is exposing these dubious practices. Let’s start by debunking … Myth # 1 – There is set of effective icebreakers that are clever and easy to remember. The opening statement should be tailored to each call because each call has a unique customer and should have a unique purpose. Opening Sales Statements.
Sales Training Connection
JANUARY 22, 2014
But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. Some writers overload an opening passage to excite the reader. One overarching rule to remember is – one size does not fit all.
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