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Steps in the Sales Process – Where Salespeople Spend Time

“Welcome back to another edition of Whiteboard Wednesdays. I got a lot of great comments on the last presentation so hopefully this one will deliver as well. The topic today is sales energy investment, essentially the energy we invest in the sales cycle, and I wanted us to think a little bit about how we spend our time and our …

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Why You Need Lead Nurturing – Using Content to Sell

“Well, it is Wednesday again, and that means another little whiteboard session. I am excited about today and the topic, of course, is why you need content nurturing. I talk a lot about content nurturing in the sales process, and I thought I would do a little visual to try to explain why I think it’s so important. So we’ll …

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What Is Content Marketing Used for in the Sales Process?

“I am pretty excited because I figured out a way hopefully that I can share with everybody some interesting concepts I have been working on. I have been searching for a way to basically replicate what a whiteboard would look like and draw some interesting pictures and words. So this hopefully will be the first of what will be many …