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Inbound Marketing & Sales Development Inspiration

Can you hear me now?

Kristin Harrison Kristin Harrison Posted February 14, 2017

Active listening is the #1 skill for a salesperson.  According to experts, we spend 49% of our day listening.  If we spend so much time listening, we should strive for proficiency.  And for..

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

What is Your Wow Factor?

Kristin Harrison Kristin Harrison Posted January 30, 2017

The Australian Open is the first Grand Slam tennis tournament of the season and this year the tournament has been extraordinary.  Four all time greats made it to the finals:  Serena vs Venus, and..

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

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

Marketing CRM Adoption Is On The Rise

Chris Leone Chris Leone Posted August 23, 2016

In the last fifteen years, digital marketing budgets have gone from table scraps to approaching the lion’s share. This is due, in large part, to shifts in consumer attention and innovations in..

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Topics: Sales

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 Marketing

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