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Jill Johnson

Stalled Sales? 

Get Unstuck by Engaging in a Strategic Market Analysis By Jill J. Johnson If you are struggling with sluggish sales, there are two critical areas you must review to address the situation. The first is determining if the slowdown is due to changes in your target market. The second is determining if your sales and […]

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John Waid

The Three Values of Great Salespeople

Put on Your C.A.P. and Evolve as a Leader in Sales  By John Waid Don’t you wish you felt like someone wasn’t trying to merely sell you something and instead was really on your side and wanted you to be happy with what your purchase? Wouldn’t a world with less pushy salespeople be nice? The […]

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Andy Slipher

Three Critical Ways Marketing Can Be Applied to Close More Sales

By Andy Slipher Do you operate in an organization where sales begins with a capital “S” and marketing with a lower case “m?” Sales-centric organizations often operate at such a high level in sales, they lack marketing prowess. Some are even altogether marketing-phobic, believing marketers exist to usurp the importance of salespeople or to replace […]

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Peter DeHaan

How Can I Get More Sales?

By Peter Lyle DeHaan , PhD Almost every day, someone asks me, “How can I get more sales?” In fact, for most businesses, increasing sales is a primary concern. Rarely does anyone tell me that their company is making all the sales they want. I wish they would ask me easier questions, like “How can […]

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Stu Schlackman

Three Questions that Capture Your Customer’s Attention

By Stu Schlackman You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect?” You asked all the right questions and got the answers you needed to qualify them. You had their budget, knew their goals and needs, and their timeframe to make the decision. You knew who the decision […]

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Patricia Fripp

8 Tips to Make Your Sales Message Memorable

By Patricia Fripp Some salespeople are silly enough to think that if they talk longer, they add more value or get their point across more effectively. Actually, any prospect or potential buyer you ask is eager for your pitch to be presented as efficiently and memorably as possible. Here are eight tips to make your […]

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Stu Schlackman

Is Procrastination Good for Sales People?

By Stu Schlackman Remember those good ole days back in college when you knew you had finals lurking just a couple of weeks away and you committed to study a little bit each night? You promised to be disciplined and not wait to cram everything in at the last minute. And what happened? Sure enough, […]

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Joe Curcillo

A Game Plan for Closing the Deal

By Joe Curcillo You walk out the door thanking the potential client for their time, and tell them that you will stop back in later in the year to review their needs. You leave upbeat and happy, but you did not get the deal. You poured your heart and soul into the close, but you […]

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Stu Schlackman

The Color Wheel of Relationship Selling

By Stu Schlackman Greg graduated sales school at the top of his class and was eager to start his new career in Tennessee. His strength was his ability to connect with people, and much was expected from his sales manager. He met with a prospect in Birmingham, Alabama that wanted a presentation on why his […]

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Patricia Fripp

5 Tips When You Have 5 Minutes With a Prospect

By Patricia Fripp, CSP, CPAE If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility. Imagine that you […]