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Sales Process Improvement – 3 Layers of Selling

Sales Process ‘Layers’ This post is intended to introduce the framework I use to implement sales process improvement and defines some terms you will see in future posts. When I talk to a Client about ‘Selling’ and refining the ‘Sales Process’, I like to walk them through what I refer to as the series of layers that comprise my framework. Fundamentally, …

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Sales Process Management – President Shares Successes

Client Interview: What’s Been Working? It has been my goal to capture my clients on video, not as a testimonial for my services but to share their success stories in sales process management. In this video, Todd Lindenbaum, the President of Sports Shares, communicates some of the things he has done to increase the performance of his sales organization over the past …

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Sales Process Management & Emails – To Write or Not to Write?

Not Using Email Templates…Are You Nuts? A few entries back, I posted a blog advocating for the use of a consistent, structured process, as well as standardized interactions across your entire sales organization. Today I wanted to take this a little bit further and talk about something very simple. Email templates. I’ll start by making a bold statement. It is absolutely …

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Lead Generation Strategies – The End of an Era

Content Marketing is Dead I remember the day that I walked into Costco and saw a table laid out full of Ed Hardy T-shirts and hats. For those of you who don’t remember Don Ed Hardy, this was a flash in the pan fashion trend started by a tattoo artist or something like that. Basically they were gaudy shirts that for …

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Lead Generation Strategies – Talk With Your Clients, Not Above Them

Stay Out of The Guru Zone! A significant percentage of my ideas for posts come from two places. One is, not surprisingly, conversation with my clients. I very much enjoy sharing experiences they are going through in the hope that others might benefit. The other source of inspiration for content is the really smart people I am fortunate to hang …

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Direct Marketing Mail #Fail

Here is a video walk through of some direct marketing mail a client received today… Yikes!   By Townsend Wardlaw   photo credit: <a href=”http://www.flickr.com/photos/epsos/8270256961/”>epSos.de</a> via <a href=”http://photopin.com”>photopin</a> <a href=”http://creativecommons.org/licenses/by/2.0/”>cc</a>

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Sales Process Management – Systems to Avoid Corporate Catastrophe

Sales Training, Process and Implementation I was recently talking to my friend, Jim Keenan, who is an extremely talented sales consultant that runs A Sales Guy Consulting and was recently named one of the 50 Most Influential Sales & Marketing Influencers. He also happens to be an all around great guy. In general, we were discussing the role of technology in running an …

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Lead Generation Strategies – Ultimate Failure

What’s Wrong With This Picture? I was trying to download (yet another) FREE Guide to I Can’t Remember What and Don’t Really Give a Shit About when I was presented with the ubiquitous opt-in form. Did I mention this form was found on the site of a firm that bills itself as a digital marketing agency specializing in inbound/online demand generation …

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Sales Process Improvement – Know When to Say When

Slow Down, You’re Selling Too Fast Currently, I have a number of clients with whom I have gone through the process of implementing basic infrastructure and process related to prospecting and qualifying. As a result, we have increased activity and output to the point where legitimate opportunities are coming into the pipeline, and we are starting to really focus on …