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Mastering the Transition from Lead to Prospect

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Investments in complex marketing solutions are on the rise. Companies across all industries are spending more and more on software and consulting to make sure they’re staying ahead of the game on all the newest marketing trends. But does generating more marketing metrics like clicks and shares actually translate to more sales and revenue growth? […]

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Avoiding Prospect Objections Before they Happen

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One of the biggest challenges faced by sales people is to get your prospects, who are busy people, to see the value in working with you – a person/company that they may have never heard of. On your average cold call, once you have the prospect’s attention, the next step is to overcome the most […]

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Basic Rules for Great Follow-up Emails

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Using an effective follow-up email is a key part of a great email prospecting campaign. Often, more responses actually come from the follow-up email than from the original. But why are they so effective? What elements of a successful follow-up email are essential to ensuring those increases in response rates? Many of the factors that […]

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The Ultimate Follow-up Strategy

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No matter what tools you use to bring new leads in to your business, it all comes down to emails and phone calls. No matter how many great leads you’re receiving, if you miss the mark with your follow-up strategy, you will miss the mark with your quota. But what is the best way to […]

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Simple Steps to a Customer-Winning Sales Email

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Sales people are always looking for the perfect prospecting email. Hours are spent agonizing over subject lines, length, copy, ideas, and bullet points. Then when anyone in the office has success with a certain email, you can guarantee every other sales person will give it a try, thinking there must be some magical element that […]

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What’s so great about you?

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Writing Compelling Sales Communications Writing effective emails is not rocket science, but there are a few simple rules that a surprising number of sales people don’t always follow. Obviously the message needs to grab the prospect’s attention and be interesting enough for them to want to read it once you do, but what else do […]

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Making Sense of Sales Enablement

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You know you have the perfect solution for every business in your market and you could solve the problems of every prospect no matter what they are. But, since every prospect is different, the challenge becomes communicating that confidence to the prospect in a way that tells them that you have the solution to overcome […]

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Email Marketing & Automation

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Everybody’s Doing It! Should You? Lately marketing automation software is everywhere and making a lot of promises. It will improve efficiency, and instantly allow you to sell more, faster. If it seems a little too good to be true, you’re right to be skeptical. This new software can absolutely improve your sales process, but there […]

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Today vs. Yesterday

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Solving the three major problems facing the modern day salesperson Even just a few years ago, when cold calling reigned supreme, filling your pipeline involved dialing as many phone numbers as possible every day and spouting off a script containing your carefully crafted elevator pitch until someone bit. Thanks to technological advances, the power has […]