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Get Face-to-Face with Employees to Build Trust and Improve Performance
You may be familiar with the Edelman Trust Barometer, which measures the public’s trust of business, government, NGOs, and media. But have you thought about how much your employees trust your company...
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Video: Face-to-Face is the Future of the Sell
Most of the time I spend on here, I try to offer key industry research and relevant insight. For example, I recently advised staffing and recruiting agencies how they can stay ahead of the curve by...
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9 Surefire Ways to Jumpstart Participation in Virtual Meetings
Last week, I listed 10 things your team really does on a web conference call. Keeping your team from being distracted is one thing, but getting them to fully engage in a virtual meeting is quite...
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Sales Science: 4 Ways to Get Your Top Talent Face-to-Face on Video with...
Last week, I said sales leaders must demystify the why behind sales results to build and sustain high-performing teams. Today, I’ll show how we can use hard science to leapfrog those hurdles. If you...
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The Digital Sales Call: How to Get Results
Successful sales professionals are making heavy use of online environments to prospect, create relationships, and close deals. But how are they translating the “art” of selling (once thought to be...
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What nonverbal messages do you send during virtual meetings?
I’ve said before that up to 93% of communication is nonverbal. But did you know that you exchange approximately 800 nonverbal messages during the average 30-minute sales call? (Source: The Art of...
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Is Poor Technology Keeping You From Hitting Your Numbers?
Most salespeople think about meetings in terms of purpose, frequency and pipeline. But there’s one critical areas that most sales professionals overlook, and it’s often the area that’s most tied to...
View ArticleThe Future of Your SMB
Want your SMB to be the next Amazon or Facebook? Time to jump on the cloud computing wagon. You may not be a technology provider, but that doesn’t mean you can’t set your sales on gallop by harnessing...
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New Research: Dress to Be Confident and Creative at Work
Have you taken your prospecting to an entirely new level with video? Video is the new sales tool you can’t do without, and was the topic for my video webinar with inside sales expert Josiane Feigon of...
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Tech Back Your Sales Results: An IT Checklist for Online Meetings
I doubt technology is one of the things that keeps you up at night. But it’s very possible that it should be. I talk to CEOs from different companies every day, and hands down, their top two biggest...
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7 Ways to Win with Face-to-Face Results, Without the Cost
It’s possible to get your inside sales team to the level of an outside sales team. But not with your technology. And not with your existing sales processes. Many organizations have responded to...
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Welcome to Cloud Collaboration Technology – We’ve Been Expecting You.
Last week I described the typical, nightmarish scenario that characterizes many sales calls. In the introduction, I mentioned a real-life conference call I had with a prospect when I heard the...
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3 Ways Your Kid is a Better Sales Rep Than You—Proven, Virtual Communication...
Why? My 6 year old son asks me this question at least 10 times a day—and his endless curiosity has led me to believe that sales people win when they use the same elementary approach to closing deals....
View ArticleYou Are How You Meet
When it comes to making a good first impression, there’s a reason why you avoid making them over the phone. Maybe it’s because, over time, you’ve learned the building blocks of establishing critical...
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The Path to Purchase: Sales Trends on the Rise in 2013
Technology has drastically changed the way people buy. Though we are still advertised to, it’s no longer as simple as comparing two products on the shelf. Before making a decision, Buyer 2.0 can get on...
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3 Ways to Get Social, Get Sticky and Get More Sales
Have you ever been in a content strategy meeting where someone says something like, “Well, we sell B2B, and businesses don’t watch video online”? Social media expert Neal Schaffer has. In “Video for...
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Life of Buy: How Salespeople Sell Best in January
We’re already 3 weeks into the New Year, but are your teams still Holidazed from too much eggnog and ugly Christmas sweater parties? As a sales leader, I know January can be a difficult time for sales...
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Increase Your SMB’s Agility Through Technology — The Great Equalizer
A few years ago, one of my reps and I were on a video conference with a prospect based in Portland. Without our prompting, he began to talk about all of the issues he was having with one of our...
View Article3 Ways Video Makes You a Better Sales Rep
According to YouTube’s latest press statistics, 500 years of YouTube video is watched every day on Facebook and over a third of the platform’s total monetized views come from Content ID, its advanced...
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Deliver a Rich Customer Experience to Increase Revenue and Customer Loyalty
This last Sunday, Seth Godin blogged: “It’s easier to love a brand when a brand loves you back.” I couldn’t agree more. It’s never been more important to cultivate genuine customer relationships. Over...
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