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Lead Generation

How Do You Become a Paid Motivational Speaker?

5 Steps to Creating a Moneymaking Message Becoming a motivational speaker, for me, was quite a step up. I started with being a standup comic, getting heckled, flying coach and sharing a room at Motel 6 to being a paid speaker, speaking to an appreciative audience, flying first class and ...

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Hop On Big Data: Sniper Sales

Big data is an ocean of information about everything you’ve ever wanted to know, and if you can learn to use it, your sales team can be incredibly efficient with their time and tactics. Taking the time to gather information for them, analyzing what you’ve gathered, and putting it to ...

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Why Do Salespeople Struggle with Empathy?

There is a new buzzword in sales and business: “Empathy.” It is actually an emotional-intelligence skill, quite essential when it comes to influencing people. It’s virtually impossible to communicate effectively if the one doing the communicating doesn’t care or has no idea of what the other human being is thinking ...

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Off the Cuff: Specializing Sales Roles

Off the Cuff Interview Question: What are the key advantages to specializing sales roles in a company? Specializing sales roles can improve productivity, increase morale, simplify hiring and maximize return on effort in any size organization. Because very few sales executives are masters of each primary role in sales – ...

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What Are Your Customers Saying?

Any good sales agent will have a good “feel” for what customers want and need, what they are saying, and even what they are thinking. How sales professionals gain that understanding has changed in two fundamental ways: First, a newer digital environment involving big data and analytics technologies is used ...

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When You Sell, Who REALLY Calls the Shots?

After realizing you had just lost a sale, have you ever taken the “Sales Walk of Shame” back to your car and asked yourself, “What just happened?” You didn’t see it coming. In your mind, everything looked great. Your buyer assured you that things were fine and going well. Somehow, ...

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When Some Hunters Won’t Hunt, What Can You Do?

This might have happened to you or someone you know: great care is expended to hire a salesperson for the purpose of landing new clients. Anticipating great success, management even developed a plan for spending the surplus revenue generated by the new customers the salesperson will bring in! But then…the ...

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