News
Sales strategies: Be a contenderJuly 23rd 2014

By Neal Lappe

Is your industry really competitive? Most people responding to that question will answer affirmatively. Moreover, due to the relatively low cost of entry in the B2B services sector, competition seems to intensify constantly.

So how can you stand out from the competition and communicate to your marketplace that you have the “chops” to …

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3 Content Tips for SalespeopleJuly 23rd 2014

Contrary to popular belief, content isn’t just the responsibility of the marketing team. Smart salespeople utilize content to generate leads, deepen relationships and close deals. Below are three ways sales reps can incorporate content marketing tactics into the sales cycle.

1. Be Relevant – Each piece of content should be created with a specific buyer persona in …

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This week’s top tip from Britain’s Sales Trainer of the YearJuly 22nd 2014

Every Tuesday, sales expert Andy Bounds shares his top tips to improve your sales and communications. This week’s is…

QUICK WINS 3 – more simple ways to improve quickly

I’ve had some more requests for quick wins. Here are another five sets for you…

Improve your presentations

1. Engaging start – spend longer preparing your start than anything else. The …

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5 Things Top Sales Organizations Know About Successful Sales TransformationJuly 21st 2014

The sales profession is a dynamic landscape. From economic ups-and-downs to shifts in consumer trends, it’s necessary to keep a finger on the pulse of best practices in order to create scalable and repeatable success in your sales organization.

In its recent study on sales training and development, Aberdeen surveyed 260 organizations to determine the most effective …

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Going commando on the sales pitchJuly 18th 2014

Doug Tucker has been socking it to the IT industry. Tucker is managing director at Sales Commando which isn’t a new clothes line for salespeople but a purveyor of sales training packages. A former royal marine, sales guru Tucker’s motto is: Have fun. Make Money.

Anyway, Tucker was quotedin MicroScope recently making the observation that salespeople in …

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