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Is your sales team seeing certain sales opportunities that keep showing up in the sales forecast month after month, but without ever moving closer to closing a deal? These sales leads that linger for months are drifting along in “sales purgatory,” neither alive nor dead. To get past the frustration Read More

A great sales person should be honest and upfront with you and may say these surprising things. . .if they are truly great. Read More

LinkedIn has become the world’s most popular social network for career professionals, but many businesses are still trying to figure out how to use LinkedIn for lead generation.
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B2B lead generation is all about dealing with objections, clarifying expectations and overcoming initial resistance or confusion about what you are offering to the prospect. Every cold call is an opportunity to learn more about a prospect’s business, build relationships and earn their trust. Even t Read More

The appointment setting process often leads to frustration when prospects don’t show up. Sales people know to expect a certain number of “no shows” and cancellations, but if your no show rate is higher than average, perhaps you should consider the reasons why. Read More

Is your B2B lead generation effort suffering from low quality sales leads? Not enough sales leads? Inefficient appointment setting? No business leads at all? Learn how to improve your lead generation process.
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Every cold call needs to serve as a conversation starter for lead generation, ultimately leading to a new customer. If your opening lines are starting to sound “worn-out,” it’s time to take a fresh look at your telemarketing and appointment setting tool box and see what you can replace.
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Learn the dangers of writing too many proposals. This article explains all the benefits for qualifying the business lead BEFORE writing the proposal. Read More