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Today's assignment is focused on finding and developing more lead and networking sources. Watch the video and then take the following action steps: 1) Make a list of all the possible lead and networking sources. 2) Pick the ones that have a high concentration of you're A target or A referral sources 3) Join and or book yourself for some event Read More
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Traveling 'green' has dropped in priority over the last 18 months as businesses focus on keeping their doors open. Tortured by your ever expanding carbon footprint? Wondering how you'll make numbers with a reduced travel budget? Sales managers - Take Heart! You can travel green and reduce travel costs, all while increasing sales (...and sa Read More
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A clearly defined sales process is key to success in B2B sales, but many organizations either do not have one or lack the discipline to adhere to the one they have. Doing so is not really a Mystery, it just takes leadership, accountability and will. Read More
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So you'd like to see better results? If that's what you really want, I have two words for you: keep moving! Goals, targets and the proper mindset will get you a long way down the road, but without the actions to support them, at the end of the day all you'll be is frustrated. Read More
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The author provides examples of four customer responses that require unique comebacks by sellers. Read More
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Today's daily discipline is Prospecting. There are many types of prospecting and we will focus on several approaches over the next few days. Today's focus is on in-person or one-on-one prospecting. Tomorrow I will be giving the top prospector $500 worth of my personal time, coaching one-on-one via telephone or in person if you are located nearby. Read More
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In sales - I fully believe that rugged individualism trumps collectivism when it comes to being successful. Read More
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Want a sure fire way to stay motivated and moving forward? Choose optimism! Even though most of us think optimism is a characteristic we're born with, the truth is it's a choice we make every minute of every day. Read More
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Check out these 10 tips for guaranteed sales success. Each tip includes a BONUS article! Read More
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This is Day 2 of the 28 Days to Better Selling with Shane Gibson. Today's focus is on developing a set of criteria and aggregating your referral sources and centers of influence to help you maximize and prioritize your referral generating opportunities. Today's assignment is: 1) Brainstorm all possible criteria for CIO and referral sources Read More
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