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  • sales-prospecting-secrets

    Social Selling Tips of the Week: Sales Prospecting Secrets

    September 23, 2016

    The way we look for sales prospects has changed. Luckily, you can adapt. Increasing your network via social selling is a great way to maximize the prospecting process, but only if you reach the right prospects with a compelling message. Extensive targeting is just the beginning of the prospecting journey—the lifeblood of your sales pipeline—so in this week’s top...

  • why-closing-is-about-telling-better-stories

    Why Closing is Just a Matter of Telling Better Stories

    September 22, 2016

    Every move customers make is a decision about their future, writes digital content specialist Logan Strain. Even refusing a sale is a decision with a consequence. As a salesman of high-end driveway basketball hoops—selling mostly to dads—he learned early in his career to paint a picture for customers about the consequences of their actions. The strategy worked...

  • what-matters-most-adding-value

    What Matters Most in Sales: Adding Value

    September 21, 2016

    There’s a lot of advice out there about how to excel at social selling, but at the end of the day, what matters most? This is a question that will be foremost on our minds for our next few posts in the Ask the Expert Series. For this week’s post, we asked social selling consultant Robert Knop, founder and CEO of Assist You Today, what matters most about social...

  • insights-go-beyond-script

    Questions vs. Information: Insights to Go Beyond the Script

    September 20, 2016

    Your prospect’s business has problems. You can offer an elegant solution. It seems simple—yet, as all sales reps know, the devil is in...

  • why-closing-wrong-people-wrong-time

    Why You’re Closing the Wrong Person at the Wrong Time

    September 19, 2016

    Every seasoned sales professional has felt the sting of a lost sale. Perhaps a prospect chooses a competitor, or you suddenly receive...

  • which-eu-economies-most-internationally-ambitious

    Which EU economies are the most internationally ambitious?

    September 17, 2016

    The world has never felt smaller. With the rise of ecommerce, cheap international travel and social media, today’s business leaders...