Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Another quarter or maybe fiscal year is coming to an end, and if your numbers are lower than expected, you may feel pressured to offer reduced pricing to reach your quota. Before turning up the discount dial, consider alternatives for turning prospects into buyers —...
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One of the hardest parts about selling today, and an aspect I often hear salespeople lament, is the inherently impersonal nature of engaging prospects online. Many of us got into this profession because of our personality and charisma, which can be tough to convey in a digital setting. There are ways, however, we can still add a personal touch and differentiate...
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- Sales Trends
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I tried to convince my friend, John, to come visit me in San Francisco last weekend. His response, “Let me see what Emily thinks about that.” Emily is John’s girlfriend. I had two options: Give John talking points and hope he convinces Emily on my behalf. Get Emily on the phone and convince her myself. Obviously, I called Emily, whom I know well. Based on my...
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- Sales Navigator Best Practices
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Outback Team Building & Training, which is headquartered in North Vancouver, British Columbia, is a team building and employee...
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- Sales Navigator Customer Stories
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Modern selling depends on the ability to establish trust and empathise with others’ needs. Now imagine if you could start the process...
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- LinkedIn Sales Solutions
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If you’re reading this blog, it’s probably safe to say you’re an ambitious sales professional seeking to improve your skills and...
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- Sales Trends