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The holiday season is the time for fun, merriment, and mindless spending. Once the holiday season is over, you would realize the consequences of all that gift-giving and shopping. When you are confronted with the credit card bills sometime in January, you often realize that you are in serious trouble and you need to take ...

Pressure can be intense for salespeople during the last quarter of the year. One strategy is to remember previous prospects we had mistakenly predicted to be future clients. Instead of forever sealing a door, reach out one more time to instead seal business. Take the unusual step of contacting a prospect who previously rejected you. ...

Why should you consider choosing a career in sales? Let’s discuss 8 of the most compelling reasons a sales career could be the right choice for you. 1. High Earning Potential Employers greatly value effective salespeople, and they compensate their sales staff accordingly. There are a few other roles that have the potential to consistently ...

Why Salespeople Should Focus on the Steps, not the Close The importance of the sales process is largely undisputed. However, salespeople don’t often focus the step that is in front of them, they focus on getting the close. The ABC’s of sales, always be closing, is good advice, but it’s a little outdated in today’s ...

While everyone is making predictions for 2019, I’ll go ahead and make some for something very near and dear to my heart: CRM. For in the incoming year I see some major changes for CRM both for the product and for the companies using them. Company Operating System To start with, CRM is moving more ...

There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would ...

Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting ...

Sales and marketing professionals are so bombarded with data and information today we need technology to help us sort it all out. One powerful aid to that mission is visualization – simply because the mind processes visual data many times faster than written or verbal data. This makes sense. Going all the way back in ...