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Tag Archives: sales

Sales Strategies: The BANT Approach

What is BANT approach? Within sales strategies, the use of BANT, an acronym for Budget, Authority, Need and Timing. This has as been around for decades. Salespeople throughout the world memorize this acronym and mentally run through it whenever qualifying an opportunity. Sales management routinely preach it so that salespeople ...

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How [Not] to Run a Sales Meeting

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Fact: The tone and focus in every organization is set by leadership, and culture boils down to nothing more or nothing less than the beliefs and behavior of its leaders. Sales meetings ...

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Sales Success in 2018

3 Strategies To Increase Performance Happy New Year, and welcome to 2018! For the last few weeks I have been interviewing CEOs and top level performers about their strategies for success. Specifically, what they are doing to really ignite their own passion for success, as well as fully engage their ...

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Sales Process is a Big Deal! (Part Two)

(If you haven’t read it, see Sales Process is a Big Deal! (Part One)) A sales process includes all the steps that are taken from the time a prospect indicates interest in a product or service to their acquisition of that product or service and beyond. Sales cycles differ based ...

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Sales Styles: Buyer Criteria Dictates the Winner

Off the Cuff Instant Interview Question: How can asking questions to gain knowledge of your buyer’s process also assist you in establishing a relationship with your buyer? All too often today we hear about different sales styles: Challenger, Solutions, Target account, Value selling, Whale hunting, the list goes on and ...

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How to Increase Sales Conversions with Retargeting Strategies

Everyone wants more sales. Regardless of your industry or current situation of your company, increased conversions will help your business grow and prosper. But wanting higher sales conversions and actually getting them are two different things. Sure, your advertising team probably has various content marketing strategies in place. It’s important you ...

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It’s Not a “Sales Pitch”…It’s a “Passion”

When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was created by marketing departments for conversion into catchy collateral materials. Harsh? Maybe. Accurate? Most definitely. Recently when putting the finishing ...

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Sales Performance Begins with Sales Process

Sales process is one of the most important subjects in sales, and one that yet gets paid lip service, or something that’s done once and remains the same instead of being dynamic. Yet the one vitally important statistic about a sales process is that it actually improves sales results. If ...

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