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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

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

How Sales can Influence the Customer Experience

Kristin Harrison Kristin Harrison Posted March 16, 2016

The salesperson's role is to acquire new clients and/or generate more revenue from existing clients.  After a deal closes, it's often passed off to an account manager of a fulfillment team.  The..

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

Don't Waste Time on Unqualified Sales Leads

Neal Lappe Neal Lappe Posted March 5, 2016

Some salespeople chase bad leads.  It’s one of the most frequent problems I see.  They invest lots of time and resources only to find out it’s a poor quality lead and no sale is made.  

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Topics: Sales, Sales Development, Sales Techniques

Is your selling style the best?

Neal Lappe Neal Lappe Posted February 6, 2016

September of 2008 forever changed the world of B2B selling.  That’s the month the Great Recession began.  The years following forced buyers in the B2B space to change the way they interact with..

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Topics: Sales Development, Sales & Marketing, Sales Techniques

Selling Skills - Proven Method to Increase Sales Close Rate

Neal Lappe Neal Lappe Posted January 24, 2016

Two of the top recommendations we make in our sales development engagements are 1) don’t waste time on unqualified buyers, and 2) seek to achieve a 100% closing rate on all qualified buyers. 

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Topics: Sales, Sales Development, Sales Techniques, Sales Training

Sales Management - The Top Reason Salespeople Fail

Neal Lappe Neal Lappe Posted January 14, 2016

The failure rate among small business salespeople is alarming.  I’ve heard turnover figures as high as 40%.  Consequently, when small businesses hire salespeople to help them grow revenue, they..

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Topics: Sales Development, Sales Training

How to hire a successful B2B salesperson – 10 step process

Neal Lappe Neal Lappe Posted January 2, 2016

If you’re looking to grow your company’s sales, hiring a successful salesperson can be monumental.  While there are other things necessary for sales growth (see article about sales process), this..

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Topics: Sales, Sales Development, Fractional Sales Management

Increasing Sales Size of Online Marketing Projects

Neal Lappe Neal Lappe Posted December 20, 2012

As a sales professional in an online marketing agency your role is to identify the best solutions, maximize profitable sales for your company and create raving fans of your customers. This article is..

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Topics: Sales, Sales Development, Online Marketing

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