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Read more »Boost your batting average with a targeted referral strategy, and win the sales game this season.
Batter up!
Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a

Sales suspects don’t count as sales prospects.
Barry Trailer, managing partner of CSO Insights…
Read more », makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to

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Read more »Is training your sales team a waste of time and money? Quite possibly.
Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It

How can your sales team work together when they don’t even know each other?
Yahoo recently ordered all of its virtual workers back to the office. Why is this technology giant prioritizing face-to-face interaction? Because recent studies…
Read more » show that while

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Read more »Ditch the busywork and unclog your sales funnel.
Experts say that a 10-percent reduction in your sales cycle can increase productivity by 25 percent. But there’s one way to get an even better return on your time!
When you get

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Read more »In sales, the easy street is paved with landmines. Buying lists won’t boost your sales, but referrals will.
Picture a world where we can buy lists of qualified leads and convert each one into a new sale. Better yet, let’s

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Read more »Social media doesn’t “warm” your call, you do.
A company tells its salespeople to do their research—to gather every piece of sales intelligence; exploit all of their social media channels; know a little bit about the prospect and the trigger

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Read more »Selling is a person-to-person business.
It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson.
This suggests that buyers don’t really need us

Don’t wait 824 years.
Did you know that this year, December has 5 Saturdays, 5 Sundays, and 5 Mondays?
This only happens once every 824 years. My colleague, Cindy Fassler, CEO of TSS Jobs…
Read more », shared this information in her

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Read more »No matter what our technical communication capability and comfort, we must be confident in the original medium—in person.
Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Susan understands that when