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Inbound Marketing & Sales Development Inspiration

How to improve sales - avoid the 7 deadly sins of salespeople

Neal Lappe Neal Lappe Posted July 28, 2015 4 minute read

In most industries there’s no lack of competition, which means professional salespeople need to up their game. How does a sales professional selling into the B2B space up their game? One of the..

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Topics: Sales, Selling Skills, Sales Training

Sales closing techniques – use them or not?

Neal Lappe Neal Lappe Posted July 5, 2015 4 minute read

When you’re in a selling situation, it’s often uncomfortable to ask for the sale - it just doesn’t feel right and makes you feel like just another pushy salesperson.

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Topics: Sales, Selling Skills, Sales Training

4 types of questions that lead to successful selling

Neal Lappe Neal Lappe Posted June 17, 2015 3 minute read

I read another sales book recently that’s had a major impact on my methods for asking questions in selling situations. The book is “Spin Selling” by Neil Rackham. Neil conducted a major research..

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Topics: Sales, Selling Skills, Sales Training

5 Ways to Follow Up on Sales Proposals

Neal Lappe Neal Lappe Posted February 18, 2015 6 minute read

Have you ever presented a proposal to a buyer and never gotten a response…one way or the other?Just like every other B2B salesperson, it’s likely you have.The old saying, “love me, hate me, just..

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Topics: Sales, Selling Skills, Sales Training

5 Things Elite Salespeople Don't Do

Neal Lappe Neal Lappe Posted February 5, 2015 7 minute read

You can read hundreds of articles about what elite salespeople do but few about what they don’t do.So, here’s a list of 5 things elite salespeople don’t do.

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Topics: Sales, Selling Skills, Sales Training

3 strategies to selling yourself and your company

Neal Lappe Neal Lappe Posted January 21, 2015 5 minute read

Before your buyer makes a decision to buy anything from you, that buyer has to “buy you” first.Nothing good will happen if you aren’t able to make a strong connection with your buyer.Underscoring..

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Topics: Sales, Selling Skills, Sales Training

Sales Skills - 3 Ways to Close More Proposals

Neal Lappe Neal Lappe Posted January 5, 2015 6 minute read

Failing to get some level of commitment from a buyer before providing a proposal is one of the biggest mistakes professional salespeople make.Many salespeople will ask a buyer, “Would you like me to..

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Topics: Sales, Selling Skills, Sales Training

Sales training - 3 ways to get payback from your training investments

Neal Lappe Neal Lappe Posted December 23, 2014 5 minute read

Sales training without customized skill practice and ongoing follow up is like getting your knee replaced and ignoring post-surgery physical therapy.It is never quite the same.We’ve all experienced..

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Topics: Sales, Selling Skills, Sales Training

The Top 5 Useful Metrics to Create Structure and Discipline in Sales

Kristin Harrison Kristin Harrison Posted December 18, 2014 2 minute read

Lessons from the Front Line: The top 5 useful metrics to Create Structure and Discipline in Sales

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Topics: Sales, Selling Skills, Sales Training

Selling Skills - the Top 10

Neal Lappe Neal Lappe Posted December 9, 2014 5 minute read

The internet has changed the lives of professional salespeople in a big way. Recent reports suggest more than 70% of the buying journey is done anonymously online. Combine that with more competition..

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Topics: Sales, Selling Skills, Sales Training

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