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All Posts Tagged Tag: ‘communication’

The Changing Face of Email Marketing

In the United States of America we are guided by a Constitution that protects our right to be individuals in thought, deed, and beliefs as long as we don’t step on our fellowman.  We thrive because we’re all different, and our differences are the threads from which our flag is woven.  Lumping people and companies into groups; giving them a number, and …

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How to Have a Brilliant Sales Conversation Every Time (hint: Don’t Break These 4 Rules)

What, does the term “Selling” mean to you? I decided to see how the various dictionaries define Selling–beyond the obvious. Paraphrasing what I found, Selling is “to persuade or influence to a course of action or to the acceptance of something; to bring about or cause to be accepted; to advocate successfully.” Persuade. Influence. Advocate. To sell-and to do it …

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The 5 Personalities of Call Reluctance (and How to Fix Them)

Instead of making calls, are your salespeople making excuses?  It might happen to even the best members of your sales team from time to time. According to research from Dudley & Goodson, about 40-percent of all career salespeople experience episodes of call reluctance that are serious enough to threaten their careers. But you can’t lump all the call reluctance into the …

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To Leave or Not to Leave (a Voicemail Message)

The debate about whether to leave a voicemail message on a cold call is as old as voicemail itself. You all know that leaving a voicemail rarely results in a callback, no matter how great your technique. Statistics found on various sales web sites show a range of five- to ten-percent of voicemails are returned. So even if you are …

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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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Incite: to stir up or provoke to action