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Prospecting is the lifeblood of sales. Without it, you’re going to be severely limited in the number of sales opportunities you have, and you’ll be leaving that number almost entirely to chance. The number one thing most sales professionals need at any given time is...
As a sales professional or business owner, you face some unique challenges. One of the most important ones is the challenge of effectively communicating the features, benefits, outcomes and experiences that your product or service delivers to customers. We live in a...
According to the experts at Inc. Magazine, it’s far cheaper (and, over the long term, much more effective for the bottom line), for a company to invest in pursuing revenue from existing customers, rather than purely investing its entire sales and marketing budget in...
The art of conversation is perhaps the single most important skill set that a sales professional has at his or her disposal. And yet, sales training and professional development programs spend astoundingly little time teaching, practicing and developing the art of...
Sales can be a highly rewarding profession, both personally and financially. But, unlike most other professional disciplines, sales is entirely what you do (or don’t) make of it. What you achieve tomorrow is entirely dependent upon what you choose to do today. That’s...
In business, we craft messages every day, often without realizing it. Every phone call, every email, every customer interaction, every proposal or contract or marketing brochure…every one of these communication moments delivers a message to the customer. In the midst...
