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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

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

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

3 Keys to Having a Strong B2B Sales Department

Neal Lappe Neal Lappe Posted May 1, 2016

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..

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Topics: Sales, Fractional Sales Management, Sales Techniques

Selling B2B - 6 steps to making a successful sales pitch

Neal Lappe Neal Lappe Posted April 16, 2016

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,..

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Topics: Sales, Sales Techniques, Sales Training

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

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