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All Posts Tagged Tag: ‘call research’

There Is Revenue In Your Mistakes

Hindsight is always 20/20 and that’s too clear a vision to waste.  It is human nature to tuck away memories of extreme moments, so more often than not, our greatest lessons stem from the mistakes we make.  In business one of your most powerful, money-making assets is the lessons you learn when things don’t go right.  In 1959 Ford lost …

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4 Proven Methods for Rapid New-Rep Onboarding

Speed and impact are two critical and decisive factors when you are in the sales profession, especially when your activities are being scrutinized by the ‘time-is-money’ shot-clock. Your reps must consistently be on top of their game if they want to meet or exceed quota. On a revenue-weighted scale of all-out performance, what you really want for them is to have …

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3 Critical Elements for Successful CRM Adoption

By estimate, there will be approximately 70,000 people at this week’s spectacular Dreamforce event, Salesforce.com’s annual conference and expo being held in San Francisco. Its impressive agenda is all about how the social revolution is changing the way we do business. The event will impact and illustrate how business trends are adjusting to and dictating emerging technologies. There can be …

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Bridging the Pipeline Chasm: 3 Essential Elements for Converting Leads to Closed Business

As sales leaders, we place a high degree of focus, energy, and resources on lead generation to keep our sales pipeline full, and of course, flowing steadily. And rightly so, we direct an equally high degree of these same assets toward the other end of the pipeline where – if all goes according to plan – we chalk opportunities up …

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Three Quick Tips for a Better Interaction

The next target name and title for your new B-team salesperson pops up on his screen. He takes a quick look at the company web site and then punches “dial”. His conversation starts the exact same way his last conversation did. He doesn’t have any context for how your company can help his target, instead using a “One Conversation Fits …

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Effective Call Research – Getting it Right

Sellers seeking to be more successful are putting more emphasis on proper sales call preparation.  Competition is fierce and prospect’s available time is scarce, so seller’s have to be prepared to make the most of this limited customer-facing time…. whether on the phone or in person.  Having an effective call preparation process can significantly improve results.  ShadeTree’s Dynamic Conversation Playbooks …

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Making The Buyer’s Short List

The better a salesperson understands his/her customer’s business, the better able the salesperson is to help the customer improve their business.  Improving a customer’s business rarely has “price” as the leading topic of interest.  Price never plays a factor in something that a buyer doesn’t want or doesn’t understand. Yet, with the pressure to deliver quarterly revenue targets, many sales …

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