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You Wouldn’t Behave Like This In Real Life!

Almost daily now, my LinkedIn inbox contains a new message that looks something like this: “Dear Townsend, I came across your profile in the B2B Lead Roundtable Group and thought as a Sales Consultant you would be interested to hear how you can turn your company’s anonymous website visitors into hot business leads…” The email then goes on to tell …

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This is How to Close a $588,000 Deal!

I don’t know when and where sales organizations decided it was a good idea to start using proposals as the primary means of presenting the cost of their solution but trust me… this is a NOT an effective approach. Here is the exact Script we used to close the deal My simple rule for delivering proposals is Don’t Surprise your …

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Want to Sell More? Ask (these) Better Questions

DOWNLOAD THE SALES DISCOVERY QUESTIONS MATRIX When it comes to Sales Strategies, Artful Discovery is the most important skill a sales professional must master. I use the phrase ‘Discovery‘ rather than ‘Needs Assessment‘ because this process implies a journey of mutual exploration NOT just asking questions. Artful Sales Discovery requires a depth of understanding in three areas: Understanding of Need …

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This Sales Email Template Gets More Appointments

This is the third in a three-part series: Using Emails to Get More Appointments. One of my clients asked me to review a sales email they were using. This revised email more than doubled their open rate and increased the number of meetings they set by 33%.  Download My 14 Best Sales Email Templates HERE Subject: Suggested times for a …

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This is What a Crappy Sales Email Looks Like

This is the second in a three-part series: Using Emails to Get More Appointments. One of my clients asked me to review a sales email they were using with little success. This is the BEFORE email along with my annotated comments. – WANT ME TO WRITE A KILLER SALES EMAIL FOR YOU? CLICK HERE – Subject: Improving Business Automation (1) …

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Use Email to Get More Sales Appointments

Clients ask whether or not they should combine email with their phone prospecting. My response is always: YES…Effective Emails are a Powerful Tool to Get More Appointments. One of my clients asked me to review an email they were using with little success. The revised version doubled their open rate and increased the number of meetings they set by 33%. …

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3 Simple LinkedIn Hacks for Everyone in Sales

Most of us have figured out LinkedIn is a powerful tool for finding and engaging directly with our Ideal prospects. Hopefully, some of you are also using LinkedIn messages and InMails to introduce yourself to potential prospects. Even with lots of posts out there offering advice on the dozens of things you should or should’t do on LinkedIn I want …

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Time Management For Sales Professionals

This is a presentation I recently delivered for a client who paid me a bunch of money to train their sales team… I figured you might appreciate getting it for free. The worksheet referenced in the video can be downloaded HERE

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Success in Sales Requires the Right Mindset

In recent post, one of my favorite sales ‘gurus’ S. Anthony Iannarino stated (quite accurately) “Who you are matters more than what you do.” — In ‘The War of Art,’ Steven Pressfield shares this: “The place from which you are speaking matters more than the words you say.” — Mahann Khalsa of Franklin Covey fame says: “Intent counts more than …

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Close More Deals: Don’t Fall for “It’s Important”

In my work with clients I do a lot of deal coaching. This involves me working with the sales team to dissect opportunities in order to understand where we really are in the customer’s buying process (versus where we think we are.) More importantly, the goal of Deal Coaching is to develop a plan for us to advance the deal …