Tag Archives: customers

Don’t Let Your Reps Depend on Technology

Posted on October 14, 2013 by Lisa

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

Posted on November 2, 2012 by Lisa

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

Posted on October 9, 2012 by Lisa

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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How Well Do You Know Your B2B Buyer Cycle?

Posted on September 28, 2012 by Lisa

It sounds like a no-brainer, but you’d be surprised how many B2B companies have not yet adapted to a buyer cycle powered by the digital customer. Continue reading →

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How Salespeople Can Create Urgency for Change

Posted on February 21, 2012 by Lisa

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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