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Inbound Marketing & Sales Development Inspiration

Is your selling style the best?

Neal Lappe Neal Lappe Posted February 6, 2016 4 minute read

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 & Marketing, Sales Training

Selling Skills - Proven Method to Increase Sales Close Rate

Neal Lappe Neal Lappe Posted January 24, 2016 2 minute read

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 Training

Sales Management - The Top Reason Salespeople Fail

Neal Lappe Neal Lappe Posted January 14, 2016 3 minute read

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 Training

How to hire a successful B2B salesperson – 10 step process

Neal Lappe Neal Lappe Posted January 2, 2016 4 minute read

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 Training

B2B Selling Performance – the 5 Factors to be an Elite B2B Salesperson

Neal Lappe Neal Lappe Posted December 18, 2015 4 minute read

Are elite salespeople made or born?  That’s a question I get frequently.  No question – there are natural born salespeople.  But, if you hire a natural born salesperson, there’s no guarantee that..

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Topics: Sales, Selling Skills, Sales Training

Improve your selling skills by being a better listener

Neal Lappe Neal Lappe Posted November 27, 2015 3 minute read

Most salespeople like to talk. Ever notice that? They’re driven to make sales and enthused about their products, and they often want to tell you all the reasons you should buy. However, equipped..

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Topics: Sales, Selling Skills, Sales Training

Fractional Sales Management - 5 Things to Expect

Neal Lappe Neal Lappe Posted November 15, 2015 3 minute read

Many small businesses don’t have a sales team large enough to justify a person whose role is to be the sales manager. Often, the business owner or a marketing manager might have managing the sales..

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Topics: Sales, Selling Skills, Sales Training

Fractional sales manager - do you need one?

Neal Lappe Neal Lappe Posted October 31, 2015 4 minute read

Owners of small businesses don’t make good sales managers. That’s a generalized statement but one that is true more often than not. I’ve seen countless examples of this and have developed an action..

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Topics: Sales, Selling Skills, Sales Training

Create a selling machine - combining inbound & outbound marketing

Neal Lappe Neal Lappe Posted October 24, 2015 5 minute read

If you are looking to fill your pipeline with qualified sales prospects in a predictable, repeatable way, you need to read this post. While inbound marketing and lead nurturing using marketing..

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Topics: Sales, Selling Skills, Inbound Marketing, Online Marketing, Outbound marketing, Sales Training

The Five Critical Elements of Effective Marketing

Neal Lappe Neal Lappe Posted October 14, 2015 3 minute read

 

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Topics: Personas, Digital Marketing

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