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Back in my cold-calling days, a Health Food Store owner whom I solicited agreed to buy one trial bottle of the multi-vitamin I was selling. I placed a follow up call with him a month later to see how the trial went. He responded, “Yes, that was the best multiple I’ve seen. Please ship me ...

Inside sales cannot succeed on volume alone. More customer conversations will not move the needle unless those conversations yield value.

There’s really no way to sugarcoat it. It is the most challenging aspect of a salesperson’s job–or for that matter that of a parent or anyone who wants to persuade–to ask the more difficult questions. Such questions are sometimes referred to as “pain” questions. Two weeks in a sales training class will show you that ...

On what he loves about SalesPOP and sales itself, why salespeople should be different, why benchmarking sucks, the importance of Sales and Marketing alignment, and advice for new salespeople. Roy is a top contributor to SalesPOP! and seriously enjoys it. “I love working with people who are emotionally committed to their work” he says. “SalesPOP! ...

Marketing and Sales should work together to increase awareness, connect with target audiences and ultimately put revenue on the books. Too often, Marketing and Sales are at odds with each other. That’s actually the better scenario because it means they are actually communicating, while too many times there is no interaction at all. The worst ...

How Does Artificial Intelligence Work with Sales & Marketing Alignment? It is Sales & Marketing Alignment month on SalesPOP! So continuing our series on artificial intelligence, let’s now take a look at AI and how it fits in with Sales & Marketing Alignment. As we know by evaluating the current state of Sales & Marketing ...

Could your sales funnel benefit from a weight reduction program? Do you need to shed those ungainly suspects that are weighing you down? It’s a common dilemma. There’s a certain level of satisfaction when your sales funnel is full. However, filling your pipeline with empty and unqualified opportunities leads to an unhealthy outlook. The solution ...

In a society where no one seems to be accountable anymore, discussing accountability can be a slippery slope. But accountability is a critical principle. Without it, we fail both individually and collectively. The rules are changing. In this new political and economic climate, the difference between companies who are solvent and those who are just ...