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Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I decided we have no idea how we managed to sell anything before we met Patricia.” He told me, “It takes a year for us to have the opportunity to deliver an hour presentation ... Read Post
Happy New Year, and welcome to 2017! For the last few weeks I have been interviewing CEO’s and top level performers about their strategies for success. Specifically, what they are doing to really ignite their own passion for success, as well as fully engage their employees. Now let me back up here, and explain what ... Read Post
As the new year dawns and everyone has determined that this year- this is going to be their year. The year they turn it around. The year they burn it off. No matter what it takes… But it doesn’t happen. Why? This is a question I have been obsessed with for a long time. Why ... Read Post
Pipeliner CRM Continuity: What´s New for Sales Admins Play video
A vital part of evaluating an opportunity is learning all about buyer process of your prospect company. More broadly, it is an important overall factor in sales account management. Purchase decision making within a company can range from simple to complex. In smaller companies, it can often happen that purchase approval is made by a ... Read Post
Simply put, every organization out there wants to close more sales, but in most cases, sales aren’t where you want or need them to be. According to a 2016 Sales Benchmark Index report, more than 80% of CEOs feel like they have an inefficient sales process. Most of them think that their company makes it ... Read Post
I’m often asked “In selling, how do I justify my pricing strategy to my customers? How can I make them see that my product/service is worth the money?” There are two parts to this. I’ll cover how to overcome price objections later, but first an important reminder: before you can tackle any price objections from ... Read Post
Within many sales strategies, BANT—Budget, Authority, Need and Timeframe—has been a handy salesperson tool for decades. Throughout the world sales reps keep it firmly in mind, and use it as a mental checklist in qualifying an opportunity. Sales managers routinely remind their sales team members of it so they’ll use it. Each of these components, ... Read Post
