Category Archives for Prospecting

6 Ways to Turn a List to Leads

I can never write enough about prospecting. It is essential to staying in business! Dips in sales are tough on cash flow and moral. In order for your company to have steady growth, you need a steady flow

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Desperate for Leads? Keep Your Funnel Flowing

You and I both know one of the key reasons salespeople don’t hit their quota is because they don’t have enough deals in the funnel. They work the ones they have like crazy at the end of the quarter

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I’m Different! Pick Me! Use Differentiation to Close More Deals

Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision.    How do you stand out from the crowd and get them

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Grow your Business

How to Use Your Funnel to Grow Your Business

Do you have a sales funnel? Or maybe you call it a pipeline? Maybe you don’t call it anything, but no doubt, you have a list of prospects that are somewhere in the buying process. Many smaller companies

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How to Close More Deals with Social Media

Sales is Social It’s funny to me that people forget that sales is a social process. Selling is mostly an interaction between people. Granted you can buy some products or services from a website and never

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What You Need to Know About Your New Business Development Plan

Leads slip through your fingers when your new business development approach is off. Business owners don’t understand the fundamental law of how new business development actually happens. If you’re

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This Is What You Need to Know About Account-based Lead Gen

Want to know how to make sales really hard? A long list of cold prospects in front of you and a phone in your hand. There is an easier way. Let’s face it—selling doesn’t start until we have

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How to Meet Your Customers Where They Are

Where Are Your Customers? We need to meet our customers where they are. That might be at a trade show or event, at their office, on the phone, via email or on social media. Do you know if your salespeople

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Warning! These 7 Things Will Make You a Spooky Sales Rep

I just couldn’t resist writing about spooky sales reps—it is Halloween, after all! You know, when all the spooky, creepy things are supposed to come out. It’s that time of year when ghosts, goblins,

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A Twitter Secret You Need to Know

Note from Alice: Want to know one of my secrets? I use Twitter lists to keep up with clients, prospects, and colleagues, and keep current on the trends in sales and marketing. There are SO many ways you

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