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Lead Generation

The Serious Advantages of Online Sales Training

There are many who argue that online sales training isn’t worth the time or effort. However renowned sales thought leader, author and veteran sales trainer Dr. Richard Ruff begs to differ and has become one of online sales training’s leading proponents. Today, sales training can be: Faster Less expensive More ...

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6 Professional Sales Challenges for 2018

Each year, Richardson Sales Training asks sales professionals about the sales challenges that they anticipate in the coming year and complies their responses to create its annual selling challenges study. Survey participants indicated a need to better articulate value in a market characterized by competition and multiple decision makers on ...

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A Great Sales Leadership Formula

Does great sales leadership have a formula? Maybe not, but it will be found that all great sales leaders who achieve great sales success share common characteristics. Throughout my 25-year career in corporate sales, I’ve had the pleasure of working for (and with) a good number of fantastic sales leaders. ...

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4 Sales Productivity Myths

As the B2B landscape changes and evolves, companies continue to ask themselves the question – how can we improve sales productivity? Unfortunately, there are many misconceptions woven into the fabric of today’s B2B sales culture. Until these incorrect beliefs and practices are corrected, sales reps won’t achieve their productivity goals. ...

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8 Great Sales Enablement Systems

The America’s Cup race team is highly selective about which sailors are allowed to crew the ship. If the team wants to win, the best people are needed. A company should be equally selective about who sells its products or services. Your salespeople are your face to the customer and ...

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How to Sales Network with Anyone

It is often said that for business success, sales networking is essential. But if we’re honest, there are few of us that are actually good at it. Networking is either avoided altogether, or presented with a face-to-face networking situation, we fail to really engage and exploit the opportunities the encounter ...

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Secrets of Great Storytelling in Sales

Off the Cuff Instant Interview Question: What is the secret to becoming a great storyteller as part of pitching? The secret to becoming a great storyteller is to have a story that is clear, concise and compelling. When you tell stories you tug at the heartstrings which makes people want ...

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Handling Objections Method #1

Probably every salesperson at one time or another is derailed by an objection during a sales call. There is an endless variety of them–for example, “Why is your price so much higher than that of your competitor?” Or “We think we can do this in-house.” Or the ever-popular “We actually ...

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Learning the Natural Laws of Sales

If you’re a member of a sales force, or in sales management, there is always practical information you must know. You need to know as much as possible about your own products. You need to have a firm grounding about your particular industry and market. Today especially you must have ...

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