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Building Customer Relationships


Too often seemingly productive sales presentations end up going nowhere fast. Why? Well, there are four primary reasons why your once captive audience is not really into you anymore. by Adrian Miller We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the...

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So I called him up. “Jim. It’s Jill calling. I know you’re concerned about bringing me in to train all your sales guys. But I just want you to know that I have more balls than those two other male trainers combined. That’s all I have to say.” I got the job. by Jill Konrath I’ve been rebelling from the day I entered this (still) male-dominated profession. I didn’t intend to. In fact, when I first started out, I tried really hard to do...

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You can be the greatest salesperson in the world, however, if you call on prospects that don’t match your demographics or psychographics, you are going to be busy and broke.  by Colleen Stanley It’s the beginning of 2015. There are new sales quotas to achieve and opportunities to develop.   One of best ways to ensure you will hit your quota is to fish where the fish are biting. This is the time of year where sales professionals...

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by Lydia Ramsey The count down has begun. Every where you turn, someone will remind you of how many days there are left until the holidays, and exactly how many of those are for shopping – personal and professional. Smart gift giving will help your company to build and maintain relationships. It’s the perfect way to show appreciation for your clients. When you do it right, it will keep you in the their minds throughout the...

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Cold calling is tough!  But, there’s no excuse for laziness or mediocrity.  You have to do your homework before you call a prospect or the call is meaningless and here is the perfect example of why.  by Jill Harrington Do not ever be this guy. This is a true story. The seller’s name is David. And yes, this is his real name. I’m not protecting the innocent because he’s not innocent. He’s guilty of the most moronic act of any...

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By Colleen Francis Smart, successful companies today recognize the power that results from bringing people together. They don’t settle for sales teams who operate in isolation. You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with each other allows you to leverage current relationships to build new ones....

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