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Selling
Sales coach
Sales Coach Why do you need a sales coach? Let’s face it, business owners are independent people who want to make their mark by working for themselves. They are highly motivated, self-starters. They are the ones who leap into action. Unfortunately, they often postpone their selling activity preferring the immediacy of operations. Achieving revenue growth...
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Tell people about your sales value proposition
Your Sales Value Your sales value is everything.  It is a major reason people choose your service or product. If the service is provided by you, then it’s the what you bring to the relationship.  If you are bringing a product to the customer, then it’s the sum of the product plus the what you...
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DISC High C accountant cfo controller
The New Sales Rep Challenge You are the new sales rep. Your new boss is a hard charging high D DISC type (extroverted, task oriented.) He wants results. Your new boss is giving you a challenge: selling the high C DISC types. So how do you handle this new challenge? How Does a High I...
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Customer Relationship Management CRM Salesforce.com
Salesforce Training Salesforce is a great tool provided you train your people. Customer Relationship Management When you first told your sales staff and customer service team you were going to use a Customer Relationship Management (CRM) system, what was their collective reaction?  My experience is that there is a lot of negative body language like...
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Managing time, people, and sales
Sales Management Sales management is a discipline.  One of my early tests was how would I manage a district sales force of ten people? Typically, there is a super star, some good performers and fair performers. What would you do with this group assuming one super star, 6 good performers and three fair performers? When...
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People know, like and trust before buying
Prospects Like You Before Trusting You People do business with people they like. Pretty simple but not always obvious. Take companies dependent upon leads from Internet marketing such as websites, pay per click ads, and lead services. It is not unusual for the company to buy a CRM system that comes complete with auto-responder features....
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