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4 Sales Tips to Sell More and Build Better Relationships through Better Eye Contact
Apr 11,2013 0 comments In the world of selling, eye contact is extremely important when both making a first impression and building credibility. In addition to some of the obvious aspects of eye contact, there are also some subtleties involved. So how do you make sure you're making the most of your eye contact? [click to read more] |
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4 Best Practices for Mentoring New Sales Reps
Apr 01,2013 2 comments Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. [click to read more]
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The History of Sales Technology
Mar 30,2013 0 comments Sales professionals have always had the opportunity to work with different tools, techniques and processes to help them become better, smarter sellers. Lattice Engines took a look at the major sales technologies that have left a mark on the sales pro - from salesforce.com to Marketo to Eloqua to Webex to social media to predictive analytics, Big Data and beyond. [click to read more]
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Deborah Gardner Challenges You!
Mar 27,2013 0 comments |
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The REAL Reason Salespeople Fail to Sell
Mar 17,2013 0 comments You can give a salesperson all the sales skills training in the world. You can lay everything out and tell them exactly what to say and do in each and every situation and yet, if they have either of the two afflictions I’ll talk about here, no amount of sales or product training will help them... [click to read more]
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Learn the Art and Science of Closing and Win More Sales
Mar 15,2013 1 comments One of the questions I often get asked in sales training seminars by salespeople and business owners help with closing the sale is, “How do I close more sales and what closing techniques would you recommend?” [click to read more]
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China Now Has 220 Million Online Buyers
Mar 02,2013 0 comments As China's online population continues to grow, the number of Chinese online shoppers also soars: a recent estimate by eMarketer puts the number of Chinese online buyers at 219.8 million in 2012, a 23 percent increase over 2011. The United States had 150 million online buyers in 2012, but remains the largest e-commerce market in terms of total sales. [click to read more]
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Deborah Gardner Challenges You!
Feb 21,2013 0 comments |
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Price Shopping… When It Serves and When It Sabotages
Feb 19,2013 0 comments When I tell salespeople that there is a relationship between how they sell and how they buy, I always brace for an argument. Most people think they can successfully separate who they are as a consumer from who they are in a sales role, but it rarely works that way. [click to read more]
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Succeeding in Paid Search Marketing
Feb 18,2013 0 comments
Paid search has been a booming business since it was invented by Goto.com (now the Overture division of Yahoo!) back in 1997. It started simply enough. Pay the high bid and get a #1 ranking for whatever folks are searching for. When people click on your ad, you pay a few cents and then you hope to sell them something to make a profit. [click to read more]
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Why Good Sales Negotiators Say The Same Thing Over And Over Again
Feb 14,2013 0 comments I love to negotiate. Give me an objective, sit me down across the table from somebody who has what I want and let me at them. However, as gung-ho as I am, there are times that I run out of new things to say. I’ve said it all. What should I do next? g [click to read more]
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Sales Compensation – “Show Them The Money”
Feb 03,2013 3 comments Now it is opportune time to review your sales compensation program to make sure it is correctly rewarding the desired sales rep behaviors. Sales compensation plan failures can occur because of incorrect modeling on the front end. What do they get wrong? [click to read more]
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Twitter Statistics [Infographic]
Feb 01,2013 0 comments Twitter just celebrated its fifth year as a technology this week. It began as a small project among a few coworkers at a podcasting company in San Francisco called Odeo. Thanks to Twitter, the world is closer and more “real-time” than ever. Here are some notable statistics regarding Twitter’s five year existence. [click to read more] |
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Is Your Onboarding Process Chaotic or Disorganized?
Dec 31,2012 2 comments Jill’s office is a mess. There are papers everywhere and no rhyme or reason to her paper or electronic filing systems. Tom’s office is also a mess, but within ten minutes he can put everything in its proper place. [click to read more]
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Small Tablets Dominate Pre-Christmas Consumer Interest
Dec 28,2012 2 comments This chart shows global search interest in tablets during this year's holiday shopping season. Small tablets, such as Apple's iPad mini or Google's Nexus 7 currently spark more consumer interest than larger tablets such as Apple's iPad 4. [click to read more]
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Driving Sales Performance is like Driving a Car
Dec 24,2012 1 comments This year was tough; next year’s sales prospects are going to be even tougher. I hope you are not suffering from failure to impact syndrome. If you are what should you do? [click to read more]
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Selling With Social
Dec 22,2012 2 comments Social media is media that happens to be social. [click to read more]
To use it well it’s necessary to think like a media company, such as NBC, ESPN, or HBO. All of these companies manage multiple networks or channels that collectively represent their business brand for a socially influenced community. |
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Coaching the Doubter
Dec 16,2012 2 comments We all know self-doubters in our personal and professional lives. Despite they’re lack of apparent confidence, many of them are highly successful. From a cognitive perspective the self-doubter can only see what they don’t do well. They are their own worst critics. Given a lack of self-awareness they are extremely difficult to coach. Can you think of anyone on your team who fits this tag? [click to read more]
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3 in 10 Americans Expected to Use a Tablet in 2013
Dec 15,2012 3 comments This chart shows a forecast of digital media usage in the United States in 2013. Tablet use in the United States continues to rise rapidly. eMarketer predicts the number of tablet users in the U.S. to reach 99 million in 2013, an increase of 42 percent over this year. Meanwhile smartphone growth is slowly decelerating. [click to read more]
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Which Sales Rep Do you Hire?
Dec 10,2012 3 comments In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. [click to read more]
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May 13,2011
January 05,2012
April 11,2013 by Jim Anderson
July 29,2011
August 30,2012 by OnlineCollege
September 04,2012 by Statista
September 03,2012 by Jim Anderson
John Von Achen has become a legend when it comes to helping individuals and organizations achieve their maximum performance More »
David Steel For nearly two decades, marketing visionary David Steel has taught companies how to engage customers and prospects to drive sales More »
Dan Waldschmidt is an international business strategist, speaker, author, and extreme athlete. More »
Jason Forrest one of Training magazine's Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. More »
Lien Brusselmans Lien now is working as Marketing Manager at Engagor, an online tool for social media monitoring, analytics and engagement More »
Michael Goldberg has helped thousands of sales producers generate hundreds of thousands of dollars to their bottom line. More »
Bill Lee is author of The Hidden Wealth of Customers (Harvard Business Review Press, 2012) More »
