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It's show time and it's about one thing – communicating the benefits of your product or service in such a way that prospects or customers want your solution to their problem now. Here's your checklist.… Read more
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Leading a sales team is a complex pursuit with a single objective - to meet and exceed the sales objectives for the area you're managing. The variables that can impact your success as… Read more
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An objective evaluation can (and should) be a very effective tool for professional development (self-driven or not). Every month or so, consider formally investing 30 minutes in yourself and step through the… Read more
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Bottom line... Sales success is based on dollars brought in. There are certainly several additional organizational contributions a salesperson can (and should) make, but when evaluating a salesperson's value – sales results are primary. And results are best achieved when goals are formalized (no epiphany here). So don't wing it.
… Read more
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Bottom line... Sales success is based on dollars brought in. There are certainly several additional organizational contributions a salesperson can (and should) make, but when evaluating a salesperson's value – sales results are primary. And results are best achieved when goals are formalized (no epiphany here). So don't wing it.
… Read more
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It took you a lot to bring them in. Now it's time to keep them (and sell them more). Remember, prospects become customers and customers are prospects. Don't overlook the very activity that can make your job more enjoyable.… Read more
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Networking is about contact – contact with people.
A primary business activity for those who drive revenue (and even those that don't*), networking is a skill set well worth developing. In fact, it's a… Read more
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Closing tends to be the most stressful action in the sales process for so many people – salespeople and prospects. Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit – this includes, closing continually throughout the process.
… Read more
