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Tag Archives: sales

Sales and Marketing (Finally) Working Together

I’ve been writing and speaking about marketing strategies and sales strategies for well over a decade. With all the discussions about how web content drives sales and marketing success, it is essential that we take just a little time to look at how the two functions differ and how they ...

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Drama: It Costs Sales Management

It’s Monday morning and Jennifer in Sales Management needs to provide feedback about sales performance and attitude to Joe, a team member. She dreads having this conversation because Joe is a drama king. He takes all feedback personally and usually responds with blame and excuses. Joe is what I call ...

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30 Must-Know Sales Prospecting Stats

Mike Schultz President of RAIN Group, Director of RAIN Group Center for Sales Research, bestselling author of Rainmaking Conversations and Insight Selling. With RAIN Group he has worked with clients such as Hitachi, BNY Mellon, Lowes, Aon Hewitt, SAP, Deloitte, and hundreds of others to unleash sales potential. Let’s block ...

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Sales Persuasion

‘Mentalist,’ according to Gilian Gork, is a marketing term. A mentalist is anyone who does something for the mind. It involves a lot of psychology, reading and influencing people, and nonverbal communication. There is no course or a formal degree to be qualified as a mentalist, and the skills a ...

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The Different Shades of Sales

Today I want to write my personal story. I think that every sales interaction that takes place, and every sales process that leads to a successful conclusion, is always based on an individual story. It is a process between two parties, and the right interaction between them. Sales coaches talk ...

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Shame on Wells Fargo: A Lesson in Sales Ethics

On April 20, 2018 the Consumer Financial Protection Bureau (CFPB) and Office of the Comptroller of the Currency imposed a $ 1 billion fine on Wells Fargo a variety of abuses perpetrated against consumers of its auto loan and mortgage products. Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for ...

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Sales Playbooks

In this expert sales interview, learn about:High Payoff Activities and how to use themWhat top earners use to close more High Payoff Activities (HPA) Daly introduces the idea of “high payoff activities,” or HPA. Each individual has 168 hours per week. However, some people are using their 168 hours better ...

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Sales – The New Normal

Ryan Hogarth, The New Normal In every industry, and in every aspect of life, there is a constant ‘new normal.’ We are living in a period of prolonged transition. The new normal is change. As we get used to something, so it changes again. This creates a dynamic where we ...

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