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Inbound Marketing & Sales Development Inspiration

[Video] How to turn more of your leads into paying customers

Posted March 11, 2019
1 minute read
Over the last several years, we’ve shared countless tips for generating leads online. But did you know it's typical to only close a fraction of those leads?    So what’s going on here? Turns out, it can be several things.    I recently interviewed Neal Lappe, CEO of Forensics of Selling and WebStrategies Founder, on how to turn more of your digital marketing leads into paying customers. We explored some of the top factors that contribute to a lead not closing and what you can do about it. 
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Topics Sales, Sales & Marketing, Sales Training, Lead generation

The Do’s and Don’ts of Conference Networking

Posted June 27, 2017
3 minute read
If you are a salesperson, especially if you are working a specific vertical, conference networking is a skill that has the potential to provide a ton of value.  For credit unions for example, conferences are in full swing with MAC last month and CUNA this month, and building relationships within these groups are crucial for future success.
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Topics Sales & Marketing, Sales Training

Can you hear me now?

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 salespeople, it pays to be a good listener even though the skill is often underutilized.
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Topics Sales, Sales Training

What is Your Wow Factor?

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 Federer vs Nadal. The greatest tennis player of all time, Serena Williams, is history in the making. Her older sister, Venus, 36 years old, in her first final since 2009.  Federer and Nadal, one of tennis’ greatest rivalries of all time, played in their 12th final.  Serena and Roger were the ultimate champions however, all four of them won.
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Topics Sales, Sales & Marketing, Sales Training

New Year. New Goals.  New You.

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 & Marketing, Sales Training

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

3 Questions that will Change Your Sales Conversations

Posted September 2, 2016
3 minute read
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 staggering statistic suggests that by the time you meet a potential customer face-to-face, the information presented in that first meeting must be compelling and engage the buyer in the sales process. To make that first meeting count, according to Anthony Innarino, you need to answer three questions for the potential buyer:
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Topics Sales, Sales & Marketing, Sales Training

5 Little Reminders that will make a Big Difference in your Sales

Posted August 3, 2016
2 minute read
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 performance, creating action items, and planning the week's activities.  However, the successful sales process is more than weekly sales meetings.  So here are some reminders for improving your process to keep you on track and position you for successfully implementing your proven strategies. 
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Topics Sales, Sales & Marketing, Sales Training

Setting Better Goals - How to Create Them to Work for You

Posted July 14, 2016
2 minute read
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 always on-the-go sales professional.  Performance-based goals, if set incorrectly, can be a hindrance and defeating if not attained.  The goal becomes demoralizing and threatens success. 
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Topics Sales, Sales & Marketing, Sales Training

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