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Tag Archives: sales

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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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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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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How to Engage Your Sales Team

All sales executives and sales managers that Steven speaks with have one thing in mind: a highly engaged sales team. What are you doing to engage your sales team? In fact, what have you done today? It really doesn’t take much—but you do have to do it. Here are some ...

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