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Posts Tagged "sales strategy"


Reflection is a companion to predetermination actions because you are thinking about what specifically needs to be done before you take determined action. by Leanne Hoagland-Smith Many sales experts including sales coaches share quotes about sales success or success in general. These words of wisdom sometimes include the word determination. Yet determination is almost a smoke screen hiding the one of the essential characteristics for...

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What’s In Your Closet?


Posted By on Jun 20, 2017

The secret to an organized closet is to never bring in anything new unless you first get rid of something old. by Laura Posey I recently sent out a survey to my colleagues, asking them to evaluate my personal brand. I wanted to know what they thought of me and what words they would use to describe me. One of the words that came up over and over was “organized”. Another phrase that showed up often was “on top of things.” I can tell you...

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So, why do salespeople treat women differently and make buying so challenging?  Do salespeople really believe that they can short change women? They are sorely mistaken if they do. When a woman is dissatisfied, angered, or disrespected, regardless if she is with a man or not, the chances of making a sale drop to 0%. It’s time that salespeople open their eyes and see that their biggest customer group is women. It’s time salespeople...

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To keep sales momentum alive, you need to provide value on every interaction — even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches to making a real connection.  by Jill Konrath MARTY’S QUESTION: You often mention that it’s bad to follow up with prospects by saying, “I’m just touching base.” I’m struggling to find a decent...

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by Janet Spirer Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews. She had just finished conducting sales strategy reviews for the top 20 accounts in her geography. Her observation was interesting – “Let’s not talk about the quality of the sales strategy reviews – some were great and some left much to be desired. I expected that. What I didn’t expect was how the sales reps...

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