Is Your CRM Stressing out Your Sales Team?
If your sales team is frustrated by their CRM, you’ll see some signs like: Decrease in productivity Failure to meet sales goals Low morale Outright refusal to use sales software Mood swings...
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Stop using these stale sales words.
by Shannon F. The world is cynical when it comes to sales and marketing professionals. We don’t trust them, envisioning pyramid schemes and faulty vacuum cleaners. We hang up on their cold calls, mark...
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Questions not to ask when cold-calling
by Shannon F. Phone conversations start to go south for many salespeople when they begin asking questions. After all, no one enjoys being cold-called by a stranger only to be put through a detailed...
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Questions to ask when cold-calling
by Shannon F. Yesterday, we suggested avoiding the types of questions that frustrate and annoy busy prospects. Now that the Don’ts are out of the way, let’s focus on the Dos: provocative questions that...
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Don’t wait for referrals; ask for them!
by Shannon F. Referrals are a great way to grow your business, but they don’t always happen as frequently as you’d like. Think about how many referrals you’ve given so far this year, and you’ll have...
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Selling to the Gen Y Buyer
by Shannon F. So you’re selling to a decision-maker who was born after 1980. This generation has an unfair reputation for having a short attention span, poor interpersonal skills, and a host of other...
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Do your customers know how well you did?
by Shannon F. “So can we agree on the fact that I’m awesome?” You hate to pat yourself on the back, but you went above and beyond on the last project you completed. Self-congratulations only goes so...
View ArticleQuestion of the Month: How do I use my Call List?
by Shannon F. How do I build a Call List, and what should it include? Building a daily or weekly call list is an important step to sales success (remember: 80% of sales are made after the 5th through...
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