Category Archives for Closing the deal

Why These Complexities are Stalling your Deals

Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. Some

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How to Use Strategy as a Filter to Drive Sales

Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in the proper context. Context matters. In this case, the

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How to Care for Referrals

We all love it when we get a referral. Someone we did a great job for tells others and is more than willing to make an introduction for us. These people come to us more ready and willing to share their

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How to Position Yourself to Get the Sale

One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some

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Stop Wasting Time and Money With This Sales Mistake

A Note From Alice: Do your prospects forget about you? Sales cycles can drag out and salespeople may not be patient enough to outlast the cycle. Sales managers may be telling salespeople to move on, and

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How To Mine for Treasure in Out of Office Messages

Don’t Stop Selling There’s a little more than two weeks left in the year, and less than 10 real working days before 2017 arrives. And if you’re a sales leader, you probably hear these

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Seriously, It’s Not About The Price

It’s Not the Price Prospects might tell you it’s the price and you might think that’s the reason someone isn’t buying  but it is rarely the reason.  When people have a price objection there is

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15 Sales Books That Will Motivate You to Sell More

15 Sales Books That Will Motivate You to Sell More

I’ve put together a list of sales books that will be a great read as you look for new and better ways to grow your sales. Enjoy! Self Marketing Power: Branding Yourself as a Business of One Author:

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10 tough questions to close the deal

10 Tough Questions to Close the Deal

10 Tough Questions to Close the DealI’m excited to be a part of a new book titled, Sales Hack by Chad Burmeister, launching just in time for Dreamforce. I want to share with you an excerpt from

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Increase Your Sales 20% or More by Doing One Simple Thing

Will You Change? What if you could increase your sales 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be willing to spend

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