Sales Training To Grow People. And Grow Businesses
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This time of year brings smiles, joy, anticipation and temper tantrums…oh, the holidays! It also tends to bring reflection. As I sit here resisting the urge to ingest yet another useless, 550-calorie, oatmeal cookie, I thought I’d look back on the past year and share with you what I’ve learned about selling in 2008.
Persuasion is [...]
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OK. So now you think the Holidays have gotten to me. No sales funnel? How could that be?
Here’s how. There is a step BEFORE the sales funnel takes effect and that is the WAGON WHEEL. In the illustration, I’ve used four different ways the prospect gets into the funnel.
Of all sales problems that exist now, [...]
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Lead generation. It is the very thing that can make your company millions. But, screw it up, and your revenue growth becomes an uphill climb. Bill and Bryan give you some rules for lead generation and the follow-up process behind it that can help you close those sales.
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Have been thinking lately about the idea of a “process” in the lead generation world. As sales training folks, we see most sales organizations struggle with prospecting. One problem is I believe they prospect ONLY when they need the business, rather than ALL THE TIME.
I sometimes feel like we all (including us) make prospecting really [...]
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As sales trainers, we are challenged by our clients to come up with big ideas. Bryan Neale, Brooke Green and I spend a fair amount of time in ‘creative discussion.’ So, if you hire us, you get all of our eyes, ears and minds to help you solve a problem. We actually have worked quite [...]
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Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital. [...]
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Perhaps it’s an overused sales term–sales funnel–but since everyone knows what it means, it makes some sense to work on it today.
As a trainer for B2B sales teams, I must tell you that “lead generation” is a hot topic right now. When I speak to large groups, I always ask the question: “What’s the biggest [...]
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