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With the right contact strategy, you don't have to worry about how many times you reach out to a prospect, you can focus on the Right time. Without timing and the right message, you'll be forgotten Read More

ales effectiveness is a tricky blend of autonomy and discipline. It is a combination of art and science, and effectiveness means you need to when to exercise each. Effectiveness is striking the right Read More

Be on the look out for a business sponsor in a company to help you sell. The business sponsor will typically have wins that they can receive if your product or service is used by their company. Read More

Everyone wants to keep their clients, especially their key accounts. But not everyone deserves to keep his or her key accounts. Do you want to create loyal clients? Ask yourself these questions (no lie, this is going to sting a little . . . maybe more than a little). Read More

Emerging trends in Social CRM platforms, including the business implications of choosing to acknowledge and interact with your customers rather than allow conversations to carry out without your organization’s knowledge or participation. Read More

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. Read More

Nurturing your dream clients means providing something of value to them before they ever make a decision to buy from you. The ability for your ideas to make a difference for your dream clients is what sets you apart from your competition, and it is ultimately why they choose you. To nurture your dream clients, treat them like they are already your clients; treat them as if helping them to improve Read More

What are your customers trying to do when they begin the buying process? What is their pain point? What problem are they trying to solve? How do they use the internet? These items must be addressed on your web site and your site must be reviewed and revised regularly. Read More

Ever had a bad sales experience? People barfing during your pitch? Porn pop-up during a presentation? We have and so have our readers. Choose the winner of worst sales experience in the Sales Fail contest. Read More