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Every buyer-seller relationship requires touch points. A basic marketing principle says you need at least seven of ‘em to turn a lead into a sale. And even past the point of sale, touch points are key to keep your customer happy and the quality of their experience healthy. As your lead and customer lists grow,… Read More
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Productivity. It’s a super trendy concept that is usually coupled with other buzz-words like “streamlining systems,” “scaling processes,” and “time-saving tactics.” But what does “productivity” actually mean in a sales context? Sales Productivity Definition When we talk about sales productivity, we’re talking about the ratio of effectiveness (the outcome of a task) versus… Read More
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You know the statistic: it can be up to 25 times more expensive to get a new customer than retain an existing one. But that’s not the only benefit. Forecasting your revenue or planning your performance goals gets a whole lot easier when you have a base of renewing customers. A consistent professional relationship… Read More
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Effective sales negotiation is one aspect of the job that you as a sales professional can’t afford to slip up on. Negotiation may seem like it comes naturally to some people. In reality, it comes down to having the knowledge, skills, and information that allow you to confidently and effectively negotiate your sales deals.… Read More
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In the modern workplace, we are all drowning in a sea of emails. Your email has to stand out to get the attention that you need in sales communication and prospect outreach. Retire the tired, business-sounding clichés to elicit replies from your intended targets. Breathe some life back into your emails by finding an alternative… Read More
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It's no secret that technology has shortened our attention span, which can be a struggle for sales. One Microsoft study even found that attention dropped from an average of 12 seconds to a measly 8. Plus, there is an increase in competition for your prospects attention. Slick marketing, social media, and competitive markets mean that… Read More
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The first quarter of 2019 has finally wrapped and the results are in. What’s working? What’s not? What sales trend bandwagons do you need to jump on before it’s too late? Don’t worry--there’s plenty of time left in the year for you to try your hand at some of the… Read More
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Most sales reps are in desperate need of a lesson in work-life balance. A 2017 HubSpot survey of over 500 salespeople revealed just how bad work-life balance is in the sales world. Some of their startling findings include: One-third of salespeople say their job negatively affects their personal life. 68% described their lifestyle as challenging.… Read More
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Picking up the phone to call a sales prospect can cause anxious emotions and rising heart rates faster than many other situations. Even for the most experienced sales reps sometimes. Phone anxiety is not a myth. The line starts ringing and you suddenly hit a wall. You feel like your pitch just went out the… Read More
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Data security has become a key concern for most companies. Like many major corporations, even the US federal government, experience data breaches at an alarming rate, it is clear that everyone could benefit from increased cybersecurity measures. Although executives and business owners realize the importance of data security and seek to take active measures to… Read More