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Top Line Tips TOP Line Accounts™ will transform your business – it’s that simple. Top Line Accounts are your biggest and best prospects and/or customers. They are typically valued at a minimum of 5x your average contract size. They are or will become your banner accounts. You will reference them frequently to attract more customers ... Read Post
Social media is now a recognized additive to almost every forward thinking organization’s sales force. In the B2B space the top 3 networks used during the sales process are LinkedIn, Twitter and Facebook. However, there are mixed reviews about overall success of “social selling,” but upon analysis of sales team behavior, I can definitively say ... Read Post
The 15 second rule is pretty well known in the marketing circles. Simply put, you only have fifteen seconds to create a good impression in the minds of your website visitor. This can be a daunting if a major chunk of your business comes from PPC advertising – how do you get a visitor who ... Read Post
Have clients that never seem happy no matter how many compromises you make? Here are some great tips on how to deal with them. Read Post
The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal. The sales rep is thinking “I’ve got this one.” But, ... Read Post
Are you using social media influencers to help improve your sales? As one of the biggest buzzwords in marketing of the past couple of years, influencer marketing is booming right now. Marketers are using it to reach larger audiences, to improve brand awareness, get more traffic and to boost sales. In this blog post, I’m ... Read Post
Year after year the selling environment gets more challenging and more competitive. Richardson’s Selling Challenges research tracks the latest trends and identifies opportunities for building stronger connections with buyers in the new selling reality. Stop Tasking and Start Selling Productivity is top-of-mind for sellers in 2017. Nearly half of all respondents in Richardson’s annual research ... Read Post
Steps to Take to Ensure Success It’s a wrap. But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer. That’s the reality, but as sales leaders and executives we need to take this week to reflect ... Read Post
