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Lead Generation

What Holds Back Small Business Sales Teams?

My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. economy! In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7 percent of the employer ...

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2 Quick Tips to Increase Sales Management Effectiveness

In this video, Adrian Davis offers 2 quick but powerful tips to increase effectiveness in sales management. Don’t drive looking in your rear-view mirror. It’s fine to look over reports of what’s been done, but to effectively manage you need to look out ahead, and manage behavior accordingly. Don’t drive ...

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The Age of Remote Sales Training

Why The Days of Live In-Person Training Are Coming To An End In recent years I have noticed something: more and more of my clients do not want live in person training. They want training done remotely. When I first started to facilitate online training way back in 2012, I ...

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Flip Your Sales Demo Upside-Down

Does your demo start with any (or all) of the following? PowerPoint slides talking about your company, your customers, the problems you solve or the solutions you provide An agenda outlining what you’re going to demonstrate Logging into the software Clicking through a workflow or process Warning: Your Sales Demo ...

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How to Setup Your Sales Process to Get More Sales

What is the Sales Pipeline? It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed through the different stages until closed or lost. Many sales organizations today ...

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B2B Selling—It’s Personal

Someone once said to me, “I was certain it would be a success. Everything was in place—a great product and a truly unique selling proposition. We had a firm understanding of the prospect’s corporate requirements and buying process. I really don’t get why the results didn’t happen.” I actually have ...

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The Crucial Path to Employee Engagement

How do you build a culture that get employees to want to get engaged and take part in their organization? How can employees hold onto their jobs and not lose their career? Why is it that employees feel out of control in their companies? Why do companies feel that simply ...

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How Sales Wins the Long Dollar

The “long dollar” is the most valuable prize coveted by sales; it’s a dollar that keeps on giving to the salesperson. The long dollar represents repeated customer spending over many months and years as opposed to the short dollar which is spent in the short term. Long dollars are generated ...

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