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Posts Tagged "prospects"


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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by Nancy Bleeke, Author of Conversations That Sell I cringed as I watched the ‘guys’ return to the sales office bragging of their latest sales activities in the iconic sales movie Glengarry Glenn Ross. (We had a very long drive south last week to move our daughter for college and I needed something to occupy my time.) I found it painful to watch the actor’s bravado, lies to prospects, and desperation about closing sales during the...

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When we are children growing up, it’s fairy tales and stories that shape our thinking, they trigger our imagination and fuel our creativity. As adults it’s not that different, we are always drawn to stories that we can relate to. by Monika D’Agostino In a consultative B2B environment we are often faced with a situation where we are selling the invisible. There is no physical product we can showcase when we are prospecting on the...

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by Jill Konrath Keeping in front of your prospects is essential for sales success. It often takes between 10-12 emails or phone calls before you actually connect. And, in most cases, they’re not ready to make a change. So how can you nurture prospects and keep in touch without being a pest? And, better yet, how can you contact prospects in a way that elevates your credibility? The key is to be a content curator — a person...

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by Cheryl Clausen Whether you’re selling to consumers or businesses there is a person behind that “yes” decision. That person has needs. That person has wants. That person has problems. That person feels strongly about the things that are most important. The decision to purchase is an emotional decision! When your marketing communications are too professional, technical, or logical they never tap into the emotions of...

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