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All Posts Tagged Tag: ‘lead qualification’

Understanding and Mastering Rejection

It is fact, Gone With The Wind was rejected 38 times; Irving Stone’s, Lust for Life was rejected 16 times, and then went on to sell over 25 million copies, and Stephen King was told, “We are not interested in science fiction which deals with negative utopias  They do not sell.” There is an uncounted number of authors who heard …

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Why Sales People Aren’t Calling Their Leads

Great products. Great pricing. A full quiver of phone savvy sales professionals armed with plenty of leads, but no one is calling their leads…. Why? The Rub Many companies pay significant amounts of money to generate leads for their sales teams, and yet, many of those leads never get called. Salespeople have a tendency, like most of us do to …

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The Power of Call Lists

Human nature is complex and at times counterproductive.  Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things.  We embrace our habits like they are a lifeline.  All too often we will go down with the ship, rather than jump in and …

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9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

All inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner. They ask themselves two fundamental questions: 1. “What should I do today?” (Prioritization) 2. “What do I need in order to do it?” (Execution)

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Incite: to stir up or provoke to action