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Salespeople and traditional sales training must face an inconvenient truth. A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business. In other words, salespeople’s success depends upon the decision making of others. Salespeople must remember that there’s another conversation going on ... Read Post
I have been in sales quite literally my whole life, but up until the last few years I--like many others I am sure--didn't view sales as any kind of noble profession to aspire to. Read Post
In our next True Sales Tale, here is a case of, “Address all possible objections before your customer has the chance to raise them.” Let’s see how that works out. Read Post
Client-facing personnel have to answer a lot of questions; sometimes they are hard questions, especially when they are about money, when the client needs to take action to provide you with something your team needs, or if there is a particular point of contention that needs to be addressed. In these situations it can be ... Read Post
Note: Although the functionality described below has been added to some CRM applications through complex artificial intelligence, all of the features portrayed here are simply part of Pipeliner CRM’s superior technology. The only thing missing is the voice–which many will probably be thankful for. If you’re set up and running with Pipeliner CRM, your day ... Read Post
The voice inside your head says it's time to ask for the sale. Do you freeze? Or do you flow naturally into a flawlessly amazing go-to closing question? Read Post
If you deal much with government agencies or larger companies, you probably know that when they’re given a yearly budget, they tend to spend the entire amount. This is because if they don’t, the following year they’ll get less of a budget. For example, if a government department is given a budget of $1 million ... Read Post
Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day. No strategy and discipline = low productivity. These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others. 1. Spend 30 minutes revisiting the strategic plan of your ... Read Post
