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Inbound Marketing & Sales Development Inspiration

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

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, B2B Marketing

3 Keys to Having a Strong B2B Sales Department

Posted May 1, 2016
3 minute read
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 generate a return on investment. 
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Topics Sales

Selling B2B - 6 steps to making a successful sales pitch

Posted April 16, 2016
3 minute read
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, you better have a good story to tell.     
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Topics Sales

B2B Selling skills - 6 things salespeople shouldn't do

Posted April 3, 2016
3 minute read
B2B salespeople have many opportunities to shoot themselves in the foot, and this article describes 6 things salespeople should not load into their six-shooter.  
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Topics Sales

Four Ways To Accelerate Inbound Marketing Success

Posted March 22, 2016
4 minute read
  Inbound marketing takes months, even years, to start producing meaningful results. That’s the truth. And you can take it from us. Our firm has been blogging since 2009, we generate more site traffic than many successful ecommerce sites, and we have thousands of people download our eBooks per year. In other words, we generate the attention most businesses can only dream of, and that alone is not enough to say we're wildly successful at inbound marketing. 
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Topics Sales, Inbound Marketing, Digital Marketing

Success in Small Business  - 7 Skills Small Business Leaders Need

Posted March 20, 2016
5 minute read
The skills that helped you start your own business are not the ones that will make you successful in the long term.  Inc. Magazine states that 96% of new businesses fail within the first 10 years.   
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Topics Sales, Sales & Marketing

How Sales can Influence the Customer Experience

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 on boarding process and the ongoing customer experience are vital to customer retention.  Moreover, in a traditional sales model, the original salesperson may be unaware of any problems or issues until it is too late.
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Topics Sales, Sales & Marketing

Don't Waste Time on Unqualified Sales Leads

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

4 Strategies for Building a Predictable B2B Lead Generation Machine

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 generation machine - never suffering from a lack of sales activity. 
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Topics Sales