Tag Archives: prospects

Don’t Let Your Reps Depend on Technology

by Joanne Black Joanne will speak at the Sales Performance Management Conference on Thursday, October 17 at 1:30 during her breakout session, “Pick Up the Damn Phone! How People, Not Technology, Seal the Deal.” Register now to attend. The digital world—as … Continue reading

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Six Ways to Invigorate Your Sales Training Program

By Matt Heinz, President of Heinz Marketing Inc. Join him on April 10, 2013 in San Francisco for a half-day seminar, “Sales Training: Strategies & Best Practices for a Consistently Successful Sales Organization.” Register here. World-class sales organizations don’t just … Continue reading

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How to Start Sales Conversations (in an “Info-holic” World)

by Peter Stewart “Good morning, my name is Peter Stewart, and I’m an info-holic. Last night, my son got upset with me because I wasn’t talking to him during dinner. He caught me reading my email under the table. I … Continue reading

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Three Reasons to Plan Your Sales Territories by Social Proximity

Here’s a quick preview of three ways sales teams can benefit from adopting a social selling proximity model instead of traditional sales territory assignments. Continue reading

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Insider Notes from the Boston Sales 2.0 Conference Speaker’s Dinner

Last night a lively debate about technology versus training took place at the Sales 2.0 Conference Speaker’s Dinner. Here are some of the trends we noticed during the discussion. Continue reading

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How Salespeople Can Create Urgency for Change

Salespeople now realize that they’re going to have to increase urgency levels among prospects – even before prospects themselves admit they’re ready for change. Continue reading

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4 Obvious Prospecting Tips for Your Twitter Profile

Here are four changes you can make right now to your Twitter profile to capitalize on prospecting opportunities. Continue reading

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Are You (and Your Sales Reps) Worth a Response from Prospects on LinkedIn?

If you don’t have a LinkedIn profile yet, then set one up right now; but understand this is not social selling. Continue reading

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