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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 The ABC’s of sales, always be closing, is good advice, but it’s a little outdated in today’s ...

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 ...

Ask for Advocacy: Why Sales Referrals are Important Sales referrals are one of the best ways to get new outbound leads and potential clients. The lead comes from someone that you already know rapport with. Some of this rapport and trust is transferred to the new relationship, allowing you to close the deal faster. However, ...

Much has been written on how organizations can engage their employees more successfully and create a competitive advantage. The advice offered tends to be of a programming nature: company-wide initiatives promulgated from above that all functions “down below” are expected to participate in. My 33+ years of leadership experience suggests a different way of looking ...

Copywriting is among the most underestimated professions out there, and there’s no secret that the significance of a well-crafted web copy is severely underestimated as well. It takes lots of insight to write a copy that will be enticing to the readers but will also contain a strong call to action, which will motivate them ...