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Inbound Marketing & Sales Development Inspiration

New Year. New Goals.  New You.

Kristin Harrison Kristin Harrison Posted January 13, 2017

The New Year is an important time for any salesperson.  New goals are set, new demands are made, and new challenges arise.

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Topics: Sales, Sales Development, Sales & Marketing, Sales Techniques, Sales Training

How to Uncover the Buyer's Challenges and Fears

Neal Lappe Neal Lappe Posted October 30, 2016

How can you get your buyers to tell you their biggest challenges and greatest fears?    Our research tells us that buyers value a salesperson’s problem solving skills above all else, yet..

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Topics: Sales, Sales Techniques

3 Questions that will Change Your Sales Conversations

Kristin Harrison Kristin Harrison Posted September 2, 2016

One of the biggest challenges for the B2B sales force is that today’s buyer is more educated than ever.  According to Forrester, 74% of the buyer's journey is made anonymously online.  This..

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Topics: Sales, Sales & Marketing, Sales Techniques

5 Little Reminders that will make a Big Difference in your Sales

Kristin Harrison Kristin Harrison Posted August 3, 2016

The success of a salesperson is dependent on a structured, repeatable process that yields appointments and closed deals.  We all know that weekly sales meetings are vital for reviewing..

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Topics: Sales, Sales & Marketing, Sales Techniques

Setting Better Goals - How to Create Them to Work for You

Kristin Harrison Kristin Harrison Posted July 14, 2016

Setting goals is paramount for a salesperson's success. identifying a target in the beginning of the year, and monitoring your progress throughout creates an awareness that is necessary for the..

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Topics: Sales, Sales & Marketing, Sales Training

Most Important Selling Tool - the Power Statement

Neal Lappe Neal Lappe Posted June 6, 2016

Sales departments and professional salespeople should be armed with all the right tools to achieve their sales goals, and the Power Statement, hereafter referred to as TPS, is one of the most..

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Topics: Sales, Sales Techniques

Why is My Sales Team not Performing - 3 Main Reasons

Neal Lappe Neal Lappe Posted May 15, 2016

No sales - no business.  Weak sales – anemic business.  Sales is the life blood of business.  When sales aren’t what you think appropriate, how does a business owner or sales leader figure out..

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Topics: Sales, Sales Development, B2B Selling Skills

3 Keys to Having a Strong B2B Sales Department

Neal Lappe Neal Lappe Posted May 1, 2016

Many small business owners long for that ever-elusive high-performing B2B sales department.  That’s not a surprise considering the frustrations and failed efforts to hire salespeople who can..

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Topics: Sales, Fractional Sales Management, Sales Techniques

Selling B2B - 6 steps to making a successful sales pitch

Neal Lappe Neal Lappe Posted April 16, 2016

Outbound prospecting is important to any B2B sales program.  With warm leads, you’re asking a lot of questions to determine what problems to solve.  But, when you’re prospecting with cold leads,..

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Topics: Sales, Sales Techniques, Sales Training

B2B Selling skills - 6 things salespeople shouldn't do

Neal Lappe Neal Lappe Posted April 3, 2016

B2B salespeople have many opportunities to shoot themselves in the foot, and this article describes 6 things salespeople should not load into their six-shooter.  

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Topics: Sales

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