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This year I’ve seen sales reps in five different companies successfully talk their business owners out of the need for cold calling, only to miss their sales objectives abominably. Invariably the owners call to share that their reps don’t believe cold calling is working. They’ve decided to stop calling and
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It’s the season for all those holiday lunches, parties and gatherings at local organizations, Chambers and associations. Those parties are teeming with your prospects, and they’re in the mood to mingle and chat with new people. That’s YOU! Why not join the parties and lunches this year? Collect business cards
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At Thanksgiving, everyone talks turkey, but it’s pie they’ll double up on without thinking twice. After all the turkey, stuffing and sides, an extra slice of pie seems harmless. Turn that thinking to your clients. You’ve sold clients on the main attractions and must-haves. What extra slices of pie (add-ons
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Businesses are looking at what is left in their budgets, and they want to spend it now before the cash is gone. They don’t know what next year will bring. Start checking in with prospects and clients who are anticipating projects now, so you can help them plan the project
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Many sales reps and sales managers might be hitting the Q4 panic button if quota isn’t where it needs to be. Before you do, think about this: when you sound desperate or frantic, prospects smell blood and take advantage of the situation. Keep it confident. Start with these 10 questions
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Getting more appointments can seem a bit like witchcraft. Your intention is everything. Expecting a “no” from your prospects? That’s probably what you’ll get. We see inexperienced reps who don’t have those negative expectations score a lot more appointments than their skilled but pessimistic counterparts. Expect a yes, and –
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The best way to get prospecting for the holidays is to start earlier and be unique. Here is the holiday to do that! This Halloween deliver bags of fun goodies to your top prospects’ offices (costume is optional!). It’s out of the ordinary, memorable, and puts you ahead of the
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Fantasy Football, candy jars, office parties and potlucks have everyone feeling festive through Q4. Take advantage of that with your sales team with a little friendly competition. In your next team meeting, cover these winning 10 sales strategies to close more sales in Q4. Add some incentives and let the
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When you’re not competing on price, you have to show prospects your value early and often. Start making their job easier. Check in on them regularly and bring them ideas to help them be more successful in their role now. It’s all about nurturing the relationship. Put the time in
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