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Inbound Marketing & Sales Development Inspiration

Can you hear me now?

Kristin Harrison Kristin Harrison Posted February 14, 2017 2 minute read

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 Techniques, Sales Training, Sales Development

What is Your Wow Factor?

Kristin Harrison Kristin Harrison Posted January 30, 2017 2 minute read

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 Techniques, Sales Development, Sales & Marketing, Sales Training

New Year. New Goals.  New You.

Kristin Harrison Kristin Harrison Posted January 13, 2017 2 minute read

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 Training, Sales Development, Sales & Marketing, Sales Techniques

Why is My Sales Team not Performing - 3 Main Reasons

Neal Lappe Neal Lappe 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..

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Topics: Sales, Sales Development, B2B Marketing

How Sales can Influence the Customer Experience

Kristin Harrison Kristin Harrison Posted March 16, 2016 4 minute read

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 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 Development, Sales Techniques

4 Strategies for Building a Predictable B2B Lead Generation Machine

Neal Lappe Neal Lappe 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..

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Topics: Sales, Sales Development

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 Development, Sales & Marketing, Sales Techniques

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 Development, Sales Techniques, 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 Development, Sales Training

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