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In past posts, I've talked a lot about metrics within the traditional Sales Pipeline/Funnel, focusing on qualified opportunities. Today, too many of the sales people I speak to are opportunity starved. They don't have a sufficient volume of opportunities to achieve their goal. One of the most impor Read More
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Isn't the real beneficiary of sales and marketing automation the customer? It seems to me, these tools enable us to dramatically improve the quality of the customer experience. They enable us to transform our relationships and the customer engagement process Read More
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You may think the holiday shopping season is right around the corner, but it is actually here now.

In order to gain sales, retailers are making it easier than ever for consumers to shop and buy from them. Black Friday may be weeks away, but according to the Sun Sentinel, many big box retailers Read More
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Most people are reluctant to change, unless their situation demands it. Use these questions to highlight a customer’s problem and help her discover its magnitude. Read More
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It seems that outside the blogosphere, and especially the more marketing focused sites, business people have no clue what Sales 2.0 is... Read More
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Trust is the cornerstone in developing healthy relationships,whether they be personal or professional. It's particularly important in our effectiveness as sales people. However, there's a lot of bad information about establishing and maintaining trust--both with your customers and within your organ Read More
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In most stores, the point of sale is the checkout counter. Your signage promoting special offers, clearances and gifts with a purchase can significantly increase the average amount of each sale with add-on and accessories that are creatively promoted. Studies have often found that it’s much easier Read More
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Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. T Read More
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The much more powerful concept is the ability of the sales person to engage the customer in a conversation about What should be keeping them up at night? Read More
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Have you noticed how Copyblogger is moving from a ‘traditional’ blog to a solutions provider offering web marketing tools? Some people feel that Copyblogger should have stuck to its roots and built a better blog, but I’m not so sure. Read More
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Share your small business tips with the community!








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