Category Archives for Closing the deal
Getting New Business the Easy Way
What’s the easiest way to get new sales revenue? Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious
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Are Your Sales Happening Too Slowly?
We Need More Sales Now! For every entrepreneur, CEO and sales leader I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. So how do we speed sales up? For starters,
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5 Gifts to Give Yourself this Season
Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals. If you are like most, the holidays are an unreasonably
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This is How Referrals Can Boost Your Account-Based Sales
Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many
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Make Trade Shows a Dependable Source of Qualified Leads
Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events
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When Your Buyers are Stuck, Less is More
Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it.
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Superpowers Every Sales Team Needs!
The Buyers Journey is Complicated It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a
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Fire Up Your Sales Team
The Heat is On! Summer is here (in some locations it’s hot) and it seems everyone is on vacation. This might give your salespeople a signal to slow down because they think everyone is out of the office.
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Lack of Consensus Leads to No Decision
No Decision Doing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent. I was talking to the founder of a company that was concerned
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How to Get Better Performance Out of Your Sales Team
How do you get better performance from your sales team? Pause, Reflect, Refine, Advance Better Performance I hear the same thing from sales leaders over and over. “I want my team to perform
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