Salespeople often assume that to close a deal, they need to nurture the person who controls the budget. Typically, that’s true — after all, the person who approves spending is often the ultimate decision maker. But as I explain in the video below, that’s not always the case. In fact, sometimes your ideal nurturing contact is the person you least expected.
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One Simple Tip that Will Change the Way Your Prospects View You
In your business, how many times have you picked up the phone, called a new prospect, and been met with genuine interest (and maybe even excitement) on the other end of the line? Not very often, right? And that’s normal. Typically, when salespeople or businesses owners reach out to prospects initially, they’re greeted with skepticism, resistance, or objection — and that’s assuming they get a human on the other end of the line at all. Over time (and …
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[Video] Tips to Increase Your Email Campaign Read Rate
Every morning, your prospects open up their inbox, see the flood of marketing messages in it, and, without hesitation, begin collectively depositing them into the trash. It’s a vicious cycle – and to survive it your messages must immediately stand out. In the video below, I reveal a handful of tips that will help you do just that.
Will Your Next Prospecting Email Violate New Canadian Anti-Spam Legislation?
When President George W. Bush signed the CAN-SPAM act into law in December 2003, it changed the way businesses could communicate with — and market to — customers via email. Since then, smart (and lawful) businesses have adopted the requirements established in CAN-SPAM, which include telling recipients where they’re located, how to opt out of receiving future emails, and promptly honoring all opt-out requests. By adopting those requirements, companies could mostly rest assured that they were in compliance …
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[Video] 3 Steps to Avoid the Discount Discussion
It’s probably happened to you before. You deliver a fair proposal to a key prospect, only to find out that the prospect is using that proposal to shop around for a better deal. Want to keep that from happening? Check out the video below, where I share three secrets to working around the discount discussion.