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Decision Makers vs. Influencers

Decision Makers vs. Influencers

What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find themselves pitching to someone other than the decision-maker. Because this can be a fatal error, let’s think about how to identify and get to the…

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How to Sell With Ease – 5 Simple Steps

How to Sell With Ease – 5 Simple Steps

Creating a successful business is a two-step process. FIRST, you must be able to effectively market your products and services. SECOND, you must be able to convert the prospects or leads your marketing generates, into paying clients. If you get the marketing part down, but you can’t convert, you still won’t have any clients and…

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3 Traits of Successful Salespeople

3 Traits of Successful Salespeople

There are numerous types of salespeople in the world. In fact, sales are the highest populated position across the planet. The main factor for this is because it is one of the highest paying careers throughout the world. Of course, not every salesperson is successful and only five percent of those who are making the…

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The Sales Qualification Process – Making It Work For You

The Sales Qualification Process – Making It Work For You

If you’ve been alive during the last 10 years then the chances are that you’ve been ‘pitched’ by a salesperson numerous times. You probably knew what was going on and that you were being ‘sold’ to. Some were probably better than others but I’m betting that most were a ‘canned sales pitch’ that did little…

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2020 Data Breach Investigations Report

2020 Data Breach Investigations Report

Now available! The more you know about the threats you face, the better your chances of keeping your data secure and your name out of the headlines. That is why we created the Verizon Data Breach Investigations Report (DBIR). This year’s report is the 13th iteration and is powered by 81 contributing organizations—the highest number…

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Home Runs are Great but Bunts Win Games and a Key to Sales Success

Home Runs are Great but Bunts Win Games and a Key to Sales Success

Every now and then salespeople hit a home run – close a big deal. When these happen you have the right to celebrate and pat yourself on the back for your patience, persistence, skill and perseverance. I know the feeling of closing a big sale. I also know the disappointment of not closing a big…

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Selling You – Your Competition Can’t Duplicate No Matter How Hard They Try

Selling You – Your Competition Can’t Duplicate No Matter How Hard They Try

Regardless of whether you’re selling sprockets, widgets, ice cream or smartphones, you can be sure you’re not the only one selling it. Here’s two sure-fire steps you can take that will keep you ahead of your competition. Why two steps? Simple. Your competition is probably trying to stay one step ahead of you. By taking…

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Cross Selling Across Divisions

Cross Selling Across Divisions

I don’t know of an organization that does not want its salespeople to cross-sell. The big question is why it is so difficult to successfully implement a cross-sell strategy, especially across divisions. Certainly product knowledge is a real issue and so is compensation – What’s in it for me? But more than that are the…

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How To Become a Better Salesperson

How To Become a Better Salesperson

Most novice or untrained salespeople make the same three mistakes. In brief, they are; They don’t identify their target market and end up trying to sell to anyone and everyone. They are in too much of a hurry to show off their product. They try to “close” the sale without establishing if the prospect is…

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5 IoT Trends That 2020 Should Be Looking At

5 IoT Trends That 2020 Should Be Looking At

Internet of Things was probably one of the obscure technologies at some point, when people were apprehensive about it, as they didn’t know much about it. But that time has long gone. IoT has now become the technology of the masses. Everyone is ready to adopt IoT solutions, to employ the best IoT developers, and…

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