They know they have a need. They know you can deliver, and they send out all the right buying signals; return your calls immediately; give you inside information; ask how long before [...]
This free ebook walks you through 13 steps that will:
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“Revenue-IQ understands what customers want."
— Jeff Clark, V.P. Sales, Weiser Security Services
Everyone in b2b sales has a beginning – either starting a career, a new job, or joining a new firm. And b2b selling is more marathon than sprint. Like a marathon, a [...]
Sales prospecting is a riddle; and salespeople want one solution for it. However, believing there’s only one answer kills off productive alternatives. The answer to “How do I find new sales?” is [...]
January 31, 2013: LinkedIn’s Answers, also known as the Q&A forum, passed away. LinkedIn made the decision to pull life support on a valued sales resource, and while I wasn’t a family [...]
There’s an insidious leftover from 1950s selling, it’s this: salespeople start selling hot and heavy the second they’re with a customer. Yes, there’s likely a “Hello, how are you?” but almost immediately [...]