Friday , October 20 2017
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Lead Generation

A Story about the Power of Win Themes

Top Line Sales was engaged to help a healthcare insurance client prepare for an executive presentation following an RFP (Request for Proposal) process. Their largest customer issued an RFP which included all the services they were providing. They were very concerned, as we all know, anything can happen during an ...

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Closing Techniques: Do They Still Work?

Closing techniques have been around as long as the sales profession itself. Remember the “A-B-C of sales”–”Always Be Closing”? Does that practice have any association with the fact that the sales profession is the least respected profession of all? Traditionally, sales has always focused on the seller, and the seller’s ...

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Handle Objections at the Level of the Objection

One day a corporate client asked me to coach a struggling salesperson named David. This surprised me because David was widely regarded as the most knowledgeable salesperson in the company. Watching David in action taught me a valuable lesson. Objections can come from two different levels. Salespeople must address them ...

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Increase conversions with Marketing and CRM

CRM and Marketing Campaigns: Using them Together to Get Conversions A well-developed and well-executed marketing campaign can make great positive contributions to your business and to its overall brand. However, when putting the campaign together, things can quickly become overwhelming, and maybe even a real challenge. What type of content ...

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4 Ways to Compete with Top Competitors

Four Ways to Compete with the Big Boys if You’re Just Starting Out There are many challenges a business is facing when it’s just starting up. But one of the hardest things to do is dealing with the competition, due to the fact that some of your adversaries are gigantic ...

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Do You Find Meaning in Sales, or is it Forced On You?

In our last article in this series we discussed the salesperson’s overcoming of social attitudes in order to find meaning in life. Now, let’s get more basic. In this post, let’s look at the 2 fundamental ways meaning in life–for salespeople or really anyone–can come about. It is crucially important ...

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