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Five Winning Secrets from Four Sales Leaders to Three Common Challenges
Last month, a group of sales leaders met in my iMeet room to discuss top sales trends and emerging solutions for critical customer problems. We’re calling ourselves the Sales Maverix. (I’ve listed the...
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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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You Can’t Have a Relationship with a Faceless Customer
Does your company deliver a rich customer experience that cultivates lasting customer loyalty—or do your sales reps come across as a ruthless group looking for a quick sale? Most consumers like being...
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Top Sales Leaders Report High Value from Face-to-Face Meetings Online
Today, creating high quality leads depends on how quickly we forge meaningful connections with buyers online. These buyers are equipped with more information than ever before. The challenge is...
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IT Cloud Controls for SMB Owners: What You Don’t Know But Should
One trend is clear in almost every conversation I have with SMB leaders right now: Companies are poised for growth now that the economy has shifted. Sales quotas are up 93% from last year, indicating...
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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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The 7 Deadly Sins of Sales Communication – And How to Sidestep Them
To learn more, sign up for Thursday’s webinar: 4 Communication Pitfalls for Sales Teams (& How to Avoid Them) Smart sales leaders know selling is all about communicating. But how well you are...
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7 Things Your Prospects Are REALLY Doing on Sales Conference Calls
The fact is, most people get excited when they see a conference call reminder come up on their calendars. Hooray, time to catch up on email! This is exactly what’s happening on your sales calls today,...
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Caught in a Conference Call Nightmare
I was on a video conference call last week when I heard the following comment from a prospect – “I had no idea someone had brought this type of technology to the cloud – it’s about time.” Sadly, he was...
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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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If You’re Not First, You May Be Last—The Seller’s Guide to Instant Virtual...
How confident are you in your team’s ability (and desire) to quickly handle inbound sales leads? Even top sales leaders struggle to infuse speed and agility into how their reps handle this aspect of...
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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....
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Help ME Help YOU—How Sales Helps Marketing Help Sales
There’s a great scene in the movie Jerry Maguire that recently had me thinking about collaboration between sales and marketing. The sports agent, about to lose his star client, tells his client that...
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You 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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3 Holiday Video Conferencing Characters
By now, the presents have been opened, the house is warm and cozy, and you’ve watched a marathon-number amount of Christmas movies; not to mention eaten your weight in ham. (No? Just me?) For my last...
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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 Increase Conversion Rates with Video: Get Social, Get Sticky, & Get...
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. He writes: The...
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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...
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3 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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