Word Choices Can Build or Destroy Trust

Sep 24, 2019 | General, Sales, Sales Process,

Just because we all speak English doesn’t mean we speak the same language. I attended a webinar on “inclusive language” in which the presenter reminded us how easy it is to say something that ...

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How High – Or Low – Is Your Money Ceiling?

May 13, 2019 | Growth, Sales, Sell Like Jesus,

A money ceiling is the top dollar amount that you think you/your product/your service is worth. If you get paid by the hour, is that number $20, $100, $10,000? If you charge a ...

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Avocados, Referrals and Lead Generation

Apr 17, 2019 | Sales,

What, you might ask, do avocados have to do with sales? In his blog on “The avocado principles” Seth Godin states: “If you wait until you really want an avocado, the market won’t ...

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5 Steps to a Successful Small Business Sales Prospecting Strategy

Apr 1, 2016 | General, Sales, Sales 4 You,

For many small business owners, the single greatest challenge to achieving sales growth is prospecting. Prospecting is the first step in the sales process, and it focuses on identifying and reaching out (either ...

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4 Essential Questions You Can Use to Supercharge Your Sales Prospecting

Mar 29, 2016 | General, Sales,

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 ...

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Tailoring Your Message to Your Audience: The Example of Jesus

Feb 19, 2016 | General, Sales, Sell Like Jesus,

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 ...

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3 Steps Smart Salespeople Take to Prepare for Success

Jan 14, 2016 | General, Sales,

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 ...

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Three Keys to Sales-Marketing Alignment for Sales Teams

Nov 18, 2015 | General, Marketing, Sales, Sales 4 You,

Getting your sales and marketing teams on the same page is often easier said than done. The skills and abilities necessary to be successful in each role often require very different work styles.Marketing ...

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How Simple Steps and Software Can Improve Your Sales Tracking

Apr 5, 2015 | General, Sales,

Managing sales professionally within any business requires a great deal of focus and effort. You need to define pricing, set quotas, establish activity goals and build momentum, all while ensuring that customers and ...

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Save Time, Sell More: Secrets to Time Management in Sales

Mar 11, 2015 | General, Sales,

One of a sales professional's most valuable assets is time. One of the things that separates sales from other business disciplines is that, more often than not, it boils down to one-on-one exchanges ...

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