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One of the most important Pipeline/Funnel Metrics is Pipeline Volume. The key question Pipeline Volume answers is: Am I pursuing enough opportunities to make my goal or number? Without an understanding of Pipeline Volume, it's impossible to know whether you have enough opportunities, whether you ne Read More
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Selling to C-level executives is a whole different world of sales. If you're ready to pitch your products and services to the top of your client companies, get this free ebook and learn a powerful 3-part preparation plan for C-suite sales plus 9 best practices for successful C-suite selling. Read More
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I never ascribed to the notion that we should let our summer sales effort, or our salespeople, kick back and coast just because closing sales became that much more difficult. Instead, summer is a great time to get prepared for the far busier fall selling season. Read More
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I've been involved in a number of discussions about independent sales reps recently. They are a terribly misunderstood and under-appreciated sales channel. Independent sales reps can be a solution to coverage and market access challenges, but only if we leverage them in a way that makes sense. Read More
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When most professionals think about social media, brands like Starbucks, Coca-Cola, Old Spice, Best Buy among others come up in their minds. It makes them believe that this is a B2C world... Read More
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Good information on the 3 types of psychological resistance buyers experience. It will help someone in sales or marketing deal with their customers and prospects better and make more sales. Read More
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Customers really need more than imitators. They need innovators, they need leaders. Customers need suppliers who can help them look at their businesses differently. Read More
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Sales training

How sales people lose sales that they should have won

I have recently noticed a common mistake committed by too many sales people that is causing them to lose valuable sales.
I want to tell you exactly what the error is, so you can avoid losing sales that you should have made. Read More
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This tip on how to increase sales is presented by Victor Antonio from http://salesinfluence.tv/. The video is 2 1/2 minutes long.
Read More
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Given the tools and technologies available, it is unacceptable for any marketing or sales professional not to send a personalized email. The email must be addressed to the individual, not occupant (which is what using the bcc field does). Read More
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