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Jun, 27 2013 | Referral Sales

Prospecting is Your Job

If you depend on marketing to score your leads, you can forget about hitting your numbers. Prospecting is not the job of your marketing department. It’s your job. And it’s your most important job. You’re not entitled to sit back and wait for great leads to fill your sales pipeline—which has become common practice in […]

Jun, 26 2013 | Referral Sales

No More Cold Calling Webinar – 5 Referral Selling Tips

Jun, 20 2013 | Referral Sales

Prove Your Worth

You turn heads when you talk ROI. You believe in what you’re selling. You know you’ve got a great product. You’ve seen clients get results time and time again. So wouldn’t it be nice if prospects would just take your word for it? It would, but they won’t. Your buyers have to justify every dollar […]

Jun, 13 2013 | Referral Sales, Sales Leadership

The ROI of ROI

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. I was recently introduced to Michael Nick. I was impressed with his commitment to salespeople and how he helps them learn to justify ROI to clients. In this month’s guest blog, Michael breaks the ROI process into simple, easy-to-follow steps. […]

Jun, 06 2013 | Referral Sales

How to Begin the ROI Conversation

If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. They want to know up front whether their investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer […]

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