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In Person vs. Over the Phone: 2 Sales Plans for Making the Most Out of Any...
When prospecting to a local market, is there a difference between trying to build a sales-ready relationship over the phone or in person? Aside from the obvious physical differences, do you have...
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A Better Way to Show Your ROI
How much money will I make or save if I invest in your product and services?That’s the ROI question. And it’s a critical one in the eyes of your prospects and their fellow decision-makers who need to...
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The 3 “Click Points” of Every Successful Email Offer
Every successful marketing email takes your prospects on a journey.That journey starts the moment the email arrives in their inbox......and ends the moment they decide to act on your offer, providing...
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Why a "Hard-to-Get" Prospect Might Be Your Next Big Sale
Sales rejections can be hard to swallow. But at least you can get over it quickly and move on.On the other hand, in-between reactions—the prospects who seem interested in what you have to offer, but...
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The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most...
When you look at your sales results and they’re not where you want them to be, what do you do?Do you scream “work harder!” to your team (or yourself), and hope the numbers will get better?News flash:...
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The “First Down” Method: Turn More Leads into Appointments and Sales
Some opportunities are sales-ready. Others simply aren’t. It can try your patience, and leave you feeling lost about what to do next.So how do you continue to build a relationship with those prospects?...
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Pain vs. Problem: How to Tell If Your Prospect is Ready to Act (or Just Venting)
“Uncover your prospect’s pain!”Every sales rep has heard it a million times. It’s what we’re trained to do after all—it’s the key to getting your prospect in the right frame of mind to buy.Right?Well,...
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Opens Aren't Everything: The Key to Subject Lines that Generate More Clicks...
You wrote a great email… ...but WHAT IF NO ONE READS IT??Just write a compelling subject line that gets more opens, right?Well, yes—getting your prospect to open your email is obviously critical to...
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The Statistic that Will Fire Up Your Email Marketing Strategy
You craft a great email marketing campaign. You hit send. And just when you’re ready for the leads to start pouring in…...all you get is crickets.What do you do? Scream in frustration? Cry in the...
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Robert Cialdini’s Principles of Persuasion: 6 Ways to Make Your Prospect Say...
How sweet is it when your prospect says “yes”—to take your call, agree to your request for a meeting, or (best of all) buy your product?“Yesses” are the lifeblood of the sales profession, and we all...
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Two Outside-The-Box Resolutions To Crank Up Your Sales Game This Year
This year is going to be different.That’s what you keep telling yourself, at least. But do you have a concrete plan… something beyond get up earlier, work harder, stay later, and sell more stuff?Take a...
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5 Rules For Cold Calling That Save Time & Deliver More Appointments
Cold calling never works.It’s a waste of time!All I hear is, “not interested!”I never set any appointments.Why bother?Sound familiar? You may be the victim of a common sales problem.To discover a cold...
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6 Ways Psychology Can Improve Your Cold Calling Results
Let’s play cold calling Mad Libs:“My second biggest complaint about cold calling is [FILL IN THE BLANK].”(Your first complaint is too many voicemails, right? Check out the Boomerang Message later in...
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The Year (or the Death?) of the Cold Call: 6 Tips for Setting Appointments in...
Maybe you’ve found it harder to connect with prospects on the phone in recent months (or years). Maybe it’s been a while since you set an appointment with a cold call. Maybe you’ve read about how...
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4 Ways to Ensure Your “Cold” Emails Stand Out (and Unlock a World of Good New...
Forget cold calling for a second (hooray!). Let’s talk about cold emailing (huh?).A “cold” email is an email to a prospect who doesn’t know you or your company.First, let’s get one thing out of the...
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The “Grocery Line” Test: How to Turn Prospects into Clients that Keep Buying
What’s your definition of a “sales hunter”?Most people would keep it simple: a sales hunter is someone who hunts sales by proactively seeking out connections with good new prospects.Sales hunters cold...
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How to Vanquish the New Cold Call Gatekeeper: A Critical Script for Getting...
The cold call Gatekeeper is a menacing specter for the intrepid sales hunter.Maybe that’s because most sales training treats the Gatekeeper as a quasi-mythical beast that must be slain in order to...
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5 No-Gimmick Subject Lines for Higher Open Rates… and More Replies
The first rule of successful email subject lines is: don’t focus on your subject line.I know, that’s a weird way to open a blog about subject lines, but it’s true. Before you even think about writing...
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When “Untrainable” is Good: A Skill Every Sales Hunter, Marketer & Manager...
Sales training… are you a believer? What about your company?On average, firms invest about 3% of their budget in training. But the most successful sales organizations invest closer to 10%.That...
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40 Lessons From 40 Years In Business: How To Survive & Thrive Through Thick...
Wondering how (and whether) your business can navigate turbulent waters?Take it from a small business that’s been around for 40 years this month (Happy Birthday to us!), and that has partnered with...
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