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11 Sales Interview Problems to Fix Now!

The way most companies approach hiring sales people, I am quite certain they would have equal success picking one of the applicants at random. It seems so many forget the most basis rule of interviewing – Have a plan and stick to it! FREE DOWNLOAD: Interview Process Guide for Hiring Sales People Alternately and for amusement purposes only, here are …

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Outbound Demand Generation – A Case Study and Roadmap

Have you thought about launching a demand generation outbound team but were not sure how to get started? Have you ever tried (and failed) to get your salespeople to make outbound calls? Are you trying to build the business case for a demand creation team? Do you have an outbound team in place today but want to improve your results? …

Keep Prospecting Calls Short and Sweet in the Sales Process

When my clients tell me about a 30 minute call they had that they think went really well because it ended up going 45 minutes, I usually burst their bubble when I let them know that’s not actually a good thing. In general I believe that meetings, interactions and conversations with our clients are a manifestation of the most important …

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What Conversion Science Should Teach Us About Selling

One of my obsessions of late is science of conversion, particularly web conversion. I subscribe to a number of blogs and follow a number of noted experts who publish videos and other articles about conversions, specifically how to get people to convert from a visit to an opt-in, to a multiform opt-in, etc. Conversion is a science. Selling is a …

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Today’s Four Biggest Challenges to a Sales Organization

One of the topics that I keep bringing up with clients is how much harder sales has gotten in the last few years and how it has changed over several decades. When you think about how we used to sell years ago, it was pretty straightforward. You would call, get an appointment, get in front of somebody, ask some seemingly …

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Sales Process for Custom vs. Packaged Solutions

I was doing my onsite assessment with a prospect today, which is part of my sales process before I propose to work with somebody. In this assessment I spend at least a day with them and their people either in person or by phone to get to know them, their business, their culture, get to talk to everybody, find out …

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9 Most Important Appointment Setting Tips You’ll Ever Hear

Selling is an art form consisting of a few simple actions that must be performed consistently and flawlessly. At the same time selling is a linear discipline, which means activities happen one at a time and, generally speaking, some activities need to happen before others. This article will discuss one area of selling that, if mastered, will dramatically improve your …

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Sales and Marketing Field Goal

I was catching up with a recent client to check in to see how they were doing and to offer to have a little chalk talk with their leadership team. I’m working on a presentation titled Sales and Marketing Integration for 2014 and Beyond with sort of a subtitle of things you need to do and understand if you actually …

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Sales Mastery eMagazine You’d Be a Fool to Miss!

First a disclaimer: Mary Poul asked me to write an article for Sales Mastery Magazine, and I am featured in the latest issue. Second disclaimer: I had never heard of Sales Mastery until Mary reached out to me. With that out of the way let me say WOW! I am truly impressed with the content and quality of this magazine. Seems …

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Sales Discovery: More than Just a Needs Analysis

One of the topics that has been popping up quite a bit lately with clients has been about the specifics of sales discovery, the kinds of questions to ask and how to deal with it. Discovery is really one of the harder components of the sales process to help salespeople master simply because it’s non-linear. There are a lot of …