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To be successful in creating value for customers and driving growth, sales people can no longer go it alone. We need a network of people in our companies matched with the appropriate customer personnel, all working in a coordinated fashion, with the sales person as the overall strategy and resource Read More

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Intercepting our customers at this point of the buying process is too late. By this time, the customer has already well defined their problem, they’ve organized to solve it, they have probably done a lot of research in assessing alternatives. In fact, unless you are on their short list, there’s a h Read More

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Regardless of your position in your company, it is part of your JOB to help the business succeed. This means that every employee of every company has sales as part of their job duties. Read More

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Taking the time to qualify sales lead will help you manage your time so that you can focus on deals that have a high probability of closing. Learn how to save time and money by properly qualifying your small business leads. Read More

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There is a strong misconception that sales and marketing are in fact the same thing. In reality, even though it may be quite tough to tell the difference, they are both unique aspects of running a business. Read More

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Growth occurs with incremental dollar sales and in order to achieve this, when holding everything constant, is through the two keys that I will show you. Read More

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Discover how you can build your reputation and strengthen relationships with your prospects with this simple email marketing technique. Read More

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Let's face it, customers really hate us.  They will tolerate our marketing content---as long as it isn't too promotional---just the facts please.  Sales Read More

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Salespeople who understand the buyer more, sell more. That is clear to see from our benchmarking data, as well as our direct experience. But an intellectual understanding of the buying decision is no longer enough... Read More

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Don't assume last year's performance is a predictor of next year's results. Taking the number up by an arbitrary percent or revenue goal is transparent and careless. Your 'A' players will see right through it and question your credibility. Worse, they will start looking for a new job. Read More

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