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  • Sales Buzzwords

    Trending This Week: Thinking Beyond Buzzwords

    June 22, 2018

    Think about the last sales call you made. Did you use words like disruptive, best-in-class, or intuitive? For most sales pros, buzzwords are standard lingo. But do these verbal shortcuts actually make it easier for prospects to understand our value? Or do we subconsciously use business jargon to make prospects think we’re experts when we can’t or won’t address...

  • Pick up plenty of clues about your prospects, with these account research tactics.

    3 Ways to Conduct Research on Prospects with an ABM Strategy

    June 21, 2018

    The fishing novice blindly casts a wide net into the sea, hoping that within his haul, he will find enough to produce a meal for that night. Elsewhere, the master fisherman has strategically selected his location on the water. Peering through the surface, he spots his target, reaches back, and hurls his sharpened spear downward. Moments later, he pulls out a...

  • LinkedIn Customer Profiles

    How Sellers Use Ideal Customer Profiles to Find Promising Buyers on LinkedIn

    June 20, 2018

    Where would you be without customer profiles? It’s not a deep existential question. Your gut reaction is probably “not very far,” and that’s the right instinct. In fact, customer profiles are one of your most valuable tools for lead generation. Where does LinkedIn come in on the journey? What information from customer profiles can you use when analyzing a...

  • 4 Ways to tap your network for a way “in.”

    4 Ways to Start a Conversation with a New Sales Prospect

    June 19, 2018

    Initiating a conversation with a new prospect can be the hardest part of a sale. Especially if you don’t have a prior relationship....

  • LinkedIn Sales Navigator Success Story

    How a Malaysia-based Mobile Virtual Network Operator Is...

    June 18, 2018

    As the world gets smaller and travel footprints get larger, there’s a company changing the way people stay connected across...

  • A Singer on Stage Extends His Hand to the Sky

    Trending This Week: Pitch Perfect Results

    June 15, 2018

    How would you rate your sales pitch? Does it hit all the right notes? Or does it leave prospects wondering what just happened? Our...