Archive for 'Sales 101'

Successful Sales Calls Have These Six Elements [Infographic]

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Successful Sales Calls Have These Six Elements [Infographic]

Words can literally change your brain. Every word and phrase uttered during a sales conversation will either increase or decrease your odds of winning the deal. This is why sales conversations are still the most effective means of moving buyers through the buyer’s journey.

But they’re also an act of guesswork. Yes, we all like to think we know what works and what doesn’t in sales. But for the most part, we have no data to back up our theories.

So, ...

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From Words to Immersion: How Virtual Reality is Changing Sales Training

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From Words to Immersion: How Virtual Reality is Changing Sales Training

“We shape our tools and thereafter our tools shape us.”
~Marshall McLuhan

Contemplating upon this statement by McLuhan, the Canadian futurist and philosopher, provides a useful starting point for understanding how the technology we invented has in turn shaped us. Though the implications of this statement stretch wide, we will focus our discussion on the current and future role of technology on sales training. We will take a journey into the evolution of sales training tools that brought ...

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3 Point Shot – Random Thoughts on Selling #3

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3 Point Shot – Random Thoughts on Selling #3

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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KiteDesk – All In One Lead Generation, Routing, and Management

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KiteDesk – All In One Lead Generation, Routing, and Management

June 4, 2017 – I was informed last week that KiteDesk has closed its doors. This is a tremendous shame as they were a bunch of really great people who were attempting to create an excellent product. That all being said, I’m leaving this post up as a how-to for future developers in this niche.

This is not the first time that I have written about KiteDesk. Recently they sent me an info pack highlighting their latest enhancements and ...

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Old School Sales vs. Modern Sales [InfoComic]

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Old School Sales vs. Modern Sales [InfoComic]

Here’s something that you don’t see everyday! There is a lot of discussion about how the new modern sales compares to old school sales. Think social selling vs. traditional sales. What makes it different and why should you even care?

There is also a lot of confusion and many thanks to Virpi Oinonen at Business Illustrator for creating this InfoComic that shows us the difference in an amazingly graphic, and humorous, manner! If you wish, please feel free to Continue Reading →

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“More Sales | Less Time” [Book Review]

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“More Sales | Less Time” [Book Review]

The fact is, time is your biggest enemy in sales or, for that matter, any other vocation. While it is finite, it’s not that we don’t have the time necessary to do the job. The problem is that our time is either being wasted or it is being sucked away by the wrong tasks and focuses.

It’s not all of our fault. We come from the factory pre-programmed to ...

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