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Increase your Sales Closing Rate

Increase your Sales Closing Rate

6 Email Personalities to Avoid if You Want People to Like You

6 Email Personalities to Avoid if You Want People to Like You

For those of us who have been in sales for longer than a decade, it’s easy to sometimes long for the days when customers waited until they met you (or conducted several phone calls with you) to decide whether they liked you. Back then, we had more control over how prospects perceived us. A firm handshake or warm smile went a long way toward building a strong customer relationship. Today, we don’t have that luxury. In fact, many  …
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[Video] The Sales Management by Assumption Mistake

[Video] The Sales Management by Assumption Mistake

When business owners hire senior sales reps, they often make a dangerous assumption: Because of their previous experience, those reps require minimal training and can simply be turned loose to deliver big results. In the video below, I provide a real-world example of why that assumption very rarely works out.


Paint the picture of your ideal sales referral

Paint the picture of your ideal sales referral

Questions with Kendra: Yay or Nay? Intentional Voicemail Disconnects

Questions with Kendra: Yay or Nay? Intentional Voicemail Disconnects

Q: Freddie has been reading our Email PowerProspecting eBook and when I followed up with him, he posed this interesting question: What are your thoughts on the voicemail approach of disconnecting in the middle of the call? I received a callback today using that method. A: I’m not wild about it. I don’t like tricks. I know they work some of the time, but I believe you have to have integrity especially in prospecting. People are already weary of salespeople.  …
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