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Elinor Stutz is October’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Stutz has had a long relationship with SalesPOP!, sharing her insights as one of the “65 Business Women Influencers.” Her SalesPOP! Contributions include numerous blog articles such ... Read Post
The catalyst for much of this transformation has come from changes in buyer behavior. Read Post
The core purpose of Pipeliner could be summarized like this: To Raise an Army. But we’re not talking about the army in the military sense. The kind of army we are talking about can only be understood in the context provided by Austrian economist and philosopher Ludwig von Mises, who once proclaimed “Such an army ... Read Post
Closing sales is an issue that affects everyone. It is an art form that is crucial to perfect and prepare for, or obviously, revenue generation will suffer. This article gives actionable tips to help salespeople close better, and more. Closing: Closing sales is a part of the sales process that deserves particular attention. It’s not ... Read Post
Is Cold Calling Really Dead? - A strange and eerie future awaits. Read Post
I see a convergence of sales and marketing via content to reach buyers. In my research of successful companies, marketing is using content to reach many people at once (targeted to buyer personas) while great salespeople use the very same content to reach one buyer at a time. The best salespeople and sales organizations are ... Read Post
In this high-tech mechanized age, there are many things that can be replaced. But the one thing you cannot replace is a human—you can’t replace a human being with whom you share trust. You can’t replace a relationship. And central to trust and relationships is character. For that reason, my opinion is that character is ... Read Post
So many salespeople miss out on revenue and potential deals because they don’t plan for their sales calls. Learn why this is such a crucial part of being in the sales profession, and get actionable insights to make planning a part of your daily routine. Importance of Sales Call Planning: If you fail to plan, ... Read Post
