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We talk about accountability a lot, but we tend to gloss over the consequence sides of accountability. Being accountable for our performance goals not only means we do everything possible to achieve them and that we have internalized and own them. It also means we understand and accept the conseque Read More
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Do you know what the dictionary didn't define value as? Great price, bargain, cheap, inexpensive, good deal, etc. Unfortunately though, when I say value, that is what most people think. Read More
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We make it the customer's job to figure out our value proposition. Sure this was an extreme case. Yes, most of us do articulate our value proposition--at least the generic one that marketing gives us. But we leave it for the customer to sort out what it really means for them. Read More
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For small business owners it is frustrating when you don't get paid on time. Use these techniques to help get your small business paid on time. Read More
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But activity levels are important, Understanding the activities that are critical to our own performance and success is critical, both to help make sure we are on target to achieving our goals, and to continually tune how we work, always improving our effectiveness and efficiency. Read More
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However, it strikes me as ironic. One of the most important qualifying questions we have as sales people is, Do you have a budget? We spend a lot of time trying to assess the budget the customer has, whether they can afford our solution, or which solution we want to present to fit their budget. We Read More
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Do you have a deal that's stuck? Are you and your customer almost there, but can't get further? Consider asking the customer what they want to buy, then sell tham that, not what you decided what you would sell. Read More
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In each meeting we have with prospects and customers, we need to maximize our impact with the customer. Preparation is key to achieving that. In each meeting, we want to make sure we are using our time well, we want to maximize the impact on our time utilization. Preparation is key to reducing the Read More
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Testimonials

Avatar Posted by ryanhanley under Sales
From http://www.ryanhanley.com 4811 days ago
I write this blog to an audience throughout the Unites States (and in some cases the World) because I think the topics transcend just the Albany / Capital Region. But I'm still a local independent agent serving New York State. That's how I pay my mortgage. The most valuable thing I own are the l Read More
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What’s the most effective way to generate leads for your small business? A new survey of lead generation professionals by search and display advertising platform Advertise.com found that pay-per-click (PPC) campaigns were rated the most valuable lead generation tool. Cold calling, not surprisingly, Read More
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