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Have the sales in your business been growing steadily and then suddenly stall? When it comes to sales growth, many small businesses experience a period where it feels like they aren’t moving. They struggle through rough waters and can’t seem to get ahead. It’s frustrating because it seemed like you were sailing along fine with ... Read Post
Thirty years of sales training experience have brought Robert Jolles to the point he an answer the most frequently asked question about sales: “Can anybody sell?” Read Post
Top Line Sales was engaged to help a healthcare insurance client prepare for an executive presentation following an RFP (Request for Proposal) process. Their largest customer issued an RFP which included all the services they were providing. They were very concerned, as we all know, anything can happen during an RFP. We held a War ... Read Post
We still hear that if you don’t apply closing techniques, there is no sale. But a more basic truth is, without a buyer there is no sale. Read Post
CRM and Marketing Campaigns: Using them Together to Get Conversions A well-developed and well-executed marketing campaign can make great positive contributions to your business and to its overall brand. However, when putting the campaign together, things can quickly become overwhelming, and maybe even a real challenge. What type of content should the campaign include? On ... Read Post
One day a corporate client asked me to coach a struggling salesperson named David. This surprised me because David was widely regarded as the most knowledgeable salesperson in the company. Watching David in action taught me a valuable lesson. Objections can come from two different levels. Salespeople must address them at their respective levels. The ... Read Post
Four Ways to Compete with the Big Boys if You’re Just Starting Out There are many challenges a business is facing when it’s just starting up. But one of the hardest things to do is dealing with the competition, due to the fact that some of your adversaries are gigantic companies that are already well ... Read Post
So we are now in Q4 FY2017, I thought we should have a bit of fun – or perhaps it is gallows humor depending on where you are with your quota for 2017. As others start thinking about Halloween, many salespeople already have masks on – with expressions like confidence, determination and commitment etched on ... Read Post
