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Pursuit Navigator – Early Exit or Early Acceleration

Pursuit Navigator – Early Exit or Early Acceleration

By Brian Sullivan / June 2, 2016

As sales managers, we’re all familiar with the conversation. One of your sales reps is making the case to pursue an opportunity and you question why. “It’s a big deal” is the response, “It’s right in our power swing”. Or perhaps, with candor entering the room, “I really need to win this”. And these are…

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Four Ways Savvy Sellers Use Technology to Drive the Sales Process

Four Ways Savvy Sellers Use Technology to Drive the Sales Process

By Dave Mattson / May 3, 2016

Technology and the sales process have always been besties—the telephone, the typewriter, and the GPS were old friends of the traveling sales representative. Today’s buyer’s journey has evolved into online-heavy research and marketing, but technology—just a different sort—is still crucial to the sales process and its success. Staying relevant and timely requires savvy sellers to change…

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5 Ways You Will Sabotage Selling Opportunities

5 Ways You Will Sabotage Selling Opportunities

By Dave Mattson / March 15, 2016

1. You will fail to establish credibility during the initial phone call or meeting. The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?” If, in the first few minutes of conversation, you don’t…

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How to Succeed at Sales: The Solution

How to Succeed at Sales: The Solution

By Mike Montague / February 9, 2016

How Can You Succeed in Sales? Now that we have a thorough understanding of the problem from last week’s post, let’s look at the solution. We call it the 英雄联盟竞猜视频比分 Selling System. It involves strategically developing your sales process to build trust, set up a mutually beneficial arrangement, qualify prospects as ideal clients, and demonstrate…

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How to Succeed at Sales: The Problem

How to Succeed at Sales: The Problem

By Mike Montague / February 4, 2016

As a buyer, what comes to mind when you think of the word, “Salesperson”? Usually what comes to mind are things like… used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. In our experience, more than half…

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Why Your Next Trade Show Should Have Your Maximum Interest

Why Your Next Trade Show Should Have Your Maximum Interest

By 英雄联盟竞猜视频比分 Training / February 2, 2016

Got a trade show coming up for your company? The common attitude is that you need to ramp up with lots of zip and swag to attract people and get them to buy. This is the wrong approach. Here are some tips on why and how to make your next show far more valuable: 1.…

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Selling to Homeowners: To Quote or Not to Quote?

Selling to Homeowners: To Quote or Not to Quote?

By Chip Doyle / December 2, 2015

As salespeople who work with homeowners, we sometimes fall into the trap of thinking that our most important job is to create quotes. We may decide to do as many quotes as possible, email those quotes and leave lots and lots of messages—all in the hope that prospects will hunt us down and tell us…

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Close the Sale: How to Overcome Price Objection

Close the Sale: How to Overcome Price Objection

By Dave Mattson / November 18, 2015

Imagine the following scenario.  After a few meetings with a prospect during which you examined his current situation and analyzed his needs and future goals, you developed and presented a four-step approach for what you believed to be the best fit solution to meeting his challenge.  The investment necessary to obtain and implement your solution…

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Your sales process shouldn't end with the close

Your sales process shouldn’t end with the close.

By Brian Sullivan / October 10, 2015

If your selling process ends with a close, you’re doing it all wrong. “What!?! That makes no sense,” I can hear you saying. “Closing is the ultimate success.” All true. But you can close more (how does 80% sound?), see fewer clients and, best of all, make even fewer presentations. In the process, you’ll feel…

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