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Blog

Inbound Marketing & Sales Development Inspiration

Neal Lappe

Recent Posts

Chris Leone – Promoted to President of WebStrategies Inc.

Posted October 30, 2016
1 minute read
Chris Leone, formerly Chief Operating Officer at WebStrategies, has been named President.  In addition to his current responsibilities, Chris will take on leading all day-to-day operations of the company including sales, marketing, operations and administration. 
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Topics Digital Marketing

How to Uncover the Buyer's Challenges and Fears

Posted October 30, 2016
3 minute read
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 salespeople find it difficult to get buyers to share their challenges and fears.  This article focuses on a questioning technique that will get your buyers to open-up and share information to help you determine if you can solve their problems.  
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Topics Sales, Sales Training

6 Easy Credit Union Marketing Strategies To Boost Results Online

Posted August 5, 2016
4 minute read
A report came out recently about how small & medium-sized businesses (SMBs) intended to invest their digital marketing dollars in the coming year. When asked which marketing channel they intend to increase investments, 49% said their websites.
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Topics Internet Marketing, Inbound Marketing, Online Marketing, Digital Marketing, Credit Union Marketing

Why is My Sales Team not Performing - 3 Main Reasons

Posted May 15, 2016
3 minute read
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 why.  This article provides the top 3 reasons, in priority order, sales teams don’t meet their full potential, and provides suggestions for resolution. 
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Topics Sales, Sales Training, B2B Marketing

3 Keys to Having a Strong B2B Sales Department

Posted May 1, 2016
3 minute read
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 generate a return on investment. 
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Topics Sales, Sales Training

Selling B2B - 6 steps to making a successful sales pitch

Posted April 16, 2016
3 minute read
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, you better have a good story to tell.     
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Topics Sales, Sales Training

B2B Selling skills - 6 things salespeople shouldn't do

Posted April 3, 2016
3 minute read
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

Success in Small Business  - 7 Skills Small Business Leaders Need

Posted March 20, 2016
5 minute read
The skills that helped you start your own business are not the ones that will make you successful in the long term.  Inc. Magazine states that 96% of new businesses fail within the first 10 years.   
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Topics Sales, Sales & Marketing

Don't Waste Time on Unqualified Sales Leads

Posted March 5, 2016
4 minute read
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 Training

4 Strategies for Building a Predictable B2B Lead Generation Machine

Posted February 21, 2016
3 minute read
Lack of sales activity, lead generation, is the leading cause of B2B salespeople not meeting their quotas.    This article describes four strategies for developing and executing a sustainable lead generation machine - never suffering from a lack of sales activity. 
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Topics Sales, Sales Training