2

Oct, 2014

LinkedIn: I Know What You’re Doing

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Sounds like a creepy line from a horror movie, but LinkedIn has added some functionality that is helpful when using it as a prospecting and sales tool.   LinkedIn now provides you with a way to follow the activity of people you are not connected with.  If you and I are connected, I could view your activities on LinkedIn.  This is the reason I suggested to attendees in my “Growing Sales with LinkedIn” workshops to immediately connect with prospects they had met or connected with on the phone.  LinkedIn has quietly […]

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30

Sep, 2014

Speeding Up Your Sales Process

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If you want to improve your sales statistics, you should learn how to speed up your sales process. With my clients, one of the first things we do is look at how many days it takes to complete a sale – from the moment they uncover their lead to the time they sign the deal. Once we know this, we can start to work on reducing their sales length and making them more efficient and effective in their selling. Here are three ways you can speed up your sales: Don’t […]

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25

Sep, 2014

Communication is The Key to Sales Success

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I was sitting with a client who is in the Renovation business, and we were discussing how he was finding using Infusionsoft in his business.  For those of you who don’t know, Infusionsoft is sales and marketing automation software designed specifically for small business.  He told me that he loved the things it can do for his business but, more importantly, customers keep complimenting the increased communication that Infusionsoft provides.  When I asked him what his prospects were saying, he told me that they loved getting an agenda before meetings. […]

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23

Sep, 2014

Whose Problem Is Price Anyway?

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In meeting with a company that was attempting to sell me software, they committed what I consider to be one of the cardinal sins of selling ­… they made price an issue.  They brought it up, even though I had never mentioned it.  During the meeting, the sales person quoted me the price, but added she was sure she could do better if I placed an order before the end of the month.  She then went on to mention that if I was looking at their largest competitor (I wasn’t), […]

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