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We all have our eye on the prize: increased sales and revenue. But before we can close deals, we have to acquire leads and follow up with them over time in an appropriate way to ensure that they convert. Lead nurturing is a critical stage in the sales funnel that keeps contacts interested and engag Read More

Focusing on deal value colors our strategies and focus. However subtly, everything becomes what we get from the deal. But we get nothing unless the buyer gets superior value from our solution and chooses it. So deal value is meaningless unless we understand buyer value. Read More

Want to see how thank you cards can increase your sales? Best Selling Author Dave Kerpen shows how one of his clients used Thank You Cards to increase revenues by 38% Read More

Sales stars use up-to-date technology to stay ahead of their competitors.
You wouldn’t expect a mechanic to repair an engine with his bare hands, and salespeople are no less dependent on tools to be effective.
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Effective lead management can help your company get a jump on the competition by increasing sales through a pragmatic, systemized approach to managing sales staff and dealers. Read More

What’s the state of the inside sales industry? In a word: booming. A recent Forbes article found that inside sales grew at a rate 15 times higher than outside sales. But industry growth isn’t the only reason you should consider a career in inside sales; it might just be your path to the C-suite. L Read More

Google Affiliate Network has just sent an email to all partners telling that the affiliate network is closing down. From July 31st no more activity will be tracked and as of October 31st the entire Affiliate Network will be history. Read More

The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff failed to close a number of valuable software and hardware deals. What could they have done differently? Read More

Story Telling: Here is a portion of an interview with sales author Dave Kerpen. In this interview Dave talks about Story Telling. Read More