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Use direct traffic, organic traffic and social media traffic to increase lead generation and see your sales progress. These are typically overlooked by inside sales people, but they can be used to find prospects that are interested in your product or service Read More

Taking what you know and turning them into questions allows you to fully engage with buyers. Understanding is good, but telling them does not always get results, by asking you can get buyers involved and engaged Read More

To grow sales, focus on building bases for growth within your business. This article focuses on the long-term things you should be doing in your small business to promote growth and an influx of sales. Some ideas presented include constantly building relationships, working on your website, and adding new offerings to your business line-up. Read More

The best sales results come from having a laser like focus on specific “target” companies. Here are a few tips to help you develop a great list Read More

The other day, I wrote an article, Appointments With Sales People Fall Short Of Executive Expectations. In it I cited data from a Forrester Research report on executive perspectives of sales people’s ability to understand their business needs, priorities, and issues. I wanted to extend the discussion, focusing on a topic I’ve found a little nebulous, business acumen Read More

People come and go in companies all the time. Here is a way to prospect for new hires in positions that could buy from you Read More

Social Networking has become an effective platform offering a great opportunity to generate debt leads. Learn how to use Facebook to generate free leads Read More

Taking advantage of the hottest opportunities in your pipeline produces sales results. But greater results are produced when you are finally able to move the coldest, non-opportunities. Nurture your dream clients, especially when they are cold Read More

Last Week I wrote about “We Have To Call At The Top,” suggesting the concept of right level selling. There are many times when calling at the “C” level is critical for our sales efforts, yet we struggle to get appointments with these executives. I was interested to read a Forrester Research report on this topic, presenting the executive perspective. Only 15% of the “C” level executives surveyed felt their meetings with sales people were valuable and lived up to their expectations. They went further, based on the outcome of the initial meeting, only 7% would accept follow-on meetings. No wonder they don’t want to see us, we waste their time Read More