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Last week, I met with a sales team I’d been coaching on a large opportunity. For the most part, they were doing everything right. They had focused on identifying all the critical business impact, change management, and related issues facing the customer. They had presented a business based solution Read More
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During this office hours we talked about all kinds of ideas, but one really big--and not so flattering--idea surfaced. That idea was the abdication of our responsibility as sales managers in providing some really important tools. Read More
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I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this concept heavily in all marketing and sales programs is missing a tremendous opportunity. Strong buyer personas is the foundation for marketing programs, content development, and nurturing potential prospects. Read More
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Customers will always leave for your competitors and while this may be completely unavoidable, knowing the reasons why they leave will help you greatly improve client retention. Read More
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While it is important for a sales person to advocate for the client, they have to sell to the client. Too many sales people spend time and energy selling the deal to their managers instead of the buyer. Read More
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Every now and then I come across something that instantly makes me stop whining about my challenges and troubles. Makes me feel like a jerk for complaining about things. Read More
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e-Rep Strikes Again!

Avatar Posted by tyoungbl under Sales
From http://ypsgroup.com 4941 days ago
Here’s the chronology:

* 11/25/04 – Initial telephone contact with company president
* 12/17/04 – The one and only face-to-face meeting (…with the president mainly, plus a brief conversation with the founder)
* 12/21/04 – Original proposal for a Sales Excellence Council
* 01/1 Read More
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It is not often you have a chance to give and take at the same time and have everyone benefit. Here is your chance to learn from 35 of the world's leading sales experts in world's largest online sales conference, with all the proceeds going the relief effort for the victims of Japan's devastating Read More
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It isn’t easy to bridge the gap between wants and wont’s. It takes a burning desire and a stronger will to overcome your wont’s. Read More
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Great 5 minute video presentation from WordCampTv during WordCamp Seattle posted May 2011 featuring Howard Howell. Good advice here. Read More
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