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Tag Archives: sales

Is Your Sales Presentation Built to Bore?

How many boring presentations have you been subjected to in your life? Depending on the role, you can multiply that by ten, twenty or fifty for your prospect! Why does this matter? Boring presentations are unsuccessful presentations. They fail to differentiate you from the competition, hold the attention of busy ...

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Align Sales Compensation with Your Goals

A compensation plan that works Note: This blog is an excerpt from my new book Creating High Performance Sales Compensation Plans. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and ...

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The Most Important Sales Question You Can Ask

What would you say if I told you that there is actually one one sales question you can ask, that will tell you more about someone that any other question you could ask? When trying to learn about another individual, there are a few indisputable facts. To start with, it ...

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B2B Sales Trends for 2018

The new year is fast approaching. Is your organization set up for success? Are you prepared to leverage the sales trends experts predict will be big in the coming year? Or are you unwittingly putting your company at risk of falling behind with outdated methods, strategies and technologies? If you ...

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Biggest Sales Mistakes (Panel Discussion)

MUST WATCH PANEL DISCUSSION A mistake in sales isn’t quite equal to a mistake in some other job. A sales mistake can mean considerable lost revenue for the company, and for the salesperson as well. What are the biggest mistakes a salesperson can make? Join our panel of experts and ...

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How Learning Leadership Improves Sales Results

Here’s what we know: Modern buyers are empowered, demanding, finicky, price-focused, impatient, and less loyal than they used to be. They take extraordinary measures to dodge sellers’ calls and won’t meet with us until they’re ready to buy – and then, it seems, all they want to talk about is ...

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