If you’ve been involved in sales for a while, you’ve probably come across the hunter and farmer sales model. However – which one is right for you? And which one of the two is the best strategy to increase your leads, sales, and overall profit? In this article,...
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In this article, we’ll detail the eight sales stages that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. These sales stages will...
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In this article, we’ll explore how to sell life coaching services, by focusing on eight powerful and effective selling tips. These tips are commonly used by the top five percent of coaches all around the world, when it comes to their discovery calls, and closing new...
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One of the most important early stages of the sales process, is identifying as to whether you have a qualified prospect. The reason why it’s so important to identify a qualified prospect, is because by doing so correctly you’ll save a ton of time, energy, and...
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Transition statements in sales are an excellent question type to add to your overall sales conversations and sales strategy; because when used right – they work! Effective transition statements open up dialogue with your potential clients and help you sell more often – because they help...
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In this article, you’ll learn how to respond to the “Just give me a price” statement in a way that’s not pushy and won’t position you just as another commodity. Prior to learning how to respond to the “Just give me a price” statement, we’ll first...
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Generally; the longer a sales cycle, the harder it will be to make a sale – which is why we’ll outline in this guide how to shorten your sales cycle. In this article, you’ll learn some simple yet effective sales tips to sell more often, and...
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In this article, we’ll look at eight powerful tips on how to improve your sales team’s performance. Knowing how to sell your products or services consistently is the lifeblood of any business. By learning, and then more importantly – implementing these tips, your sales team will be...
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In this article, you’ll learn five successful sales characteristics that we’ve identified in our best Students; as well as the attributes of the top 5% of sales performers. The positive thing about these successful sales characteristics – is that people aren’t born with it. You can easily...
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In this article, we’ll detail our proven value selling framework that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a value selling framework is one of the most important things you can learn in sales. It will...
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Although there are so many publicized sales tactics out there; in this article, we’ll discuss five proven and effective sales tactics that still stand the test of time. Sales tactics can dramatically increase your revenue when you practice them consistently. Read on to learn how you can...
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Putting together sales KPIs are one of the most important activities you can do as a Sales Professional or Business Owner. But what exactly are sales KPIs – how do you do it correctly, and what are its benefits? In this article, we’ll look at what sales...
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In this article, we’ll detail the 10 step sales system that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process / sales system is one of the most important things you can learn in...
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In this article, you’ll learn how to the 8 x key ingredients to better strengthen your sales foundation – arming you with the knowledge to help people sell themselves on the need for your product or services. These sales foundation tips are centred around consultative selling. This...
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You may already have noticed that mere goal setting doesn’t necessarily mean you’ll achieve everything you set out to obtain – and the same is true for setting sales goals. That’s why if you want to close sales more regularly, you’ll need to learn how to...
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In this article, we’ll explore what value messaging is, why it’s important, and how to can help you close more sales in a non-pushy way. If you want to win clients – your value messaging needs to be on point. Read on to learn how. Value Messaging –...
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Learning how to be great in sales is an excellent move, because it can potentially be a very lucrative and financially rewarding career. Based on your positioning, knowledge and experience, you can literally get paid to give advice – and who wouldn’t want to do that! So;...
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Consistent sales are the lifeblood of any Business Owner, Sales Professional or Consultant, and you need to learn how to make your sales without winging it – which is why we’ve created this list of sales tips for beginners. In this article, we’ll be looking at...
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Whether you’re a Business Owner or Sales Manager; there’s a likelihood that you’ll one day need to hire sales representatives – which is why we created these sales representative interview questions. Finding the right sales representative interview questions can be difficult, as you’re already busy –...
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Is a career in sales worth pursuing? Will it give you fulfilment, job security, or the income that you’re wanting or need? The answer to that question, is that it very much depends. Ultimately, it comes down to intent. Why do you want to pursue a career in sales? Is...
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A sales advisor is a very popular career choice, because it can potentially be a very lucrative and financially rewarding career. Based on your positioning, knowledge and experience, you can literally get paid to give advice – and who wouldn’t want to do that! So; how to...
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Your sales planning strategy (also known as account targeting sales strategy), is one of the more important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and...
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Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten sales questions to ask customers to help you with this. Although there are various questions to ask a customer; we’ll be looking at it with the following...
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One of the most effective things you can do with your sales team, is to introduce activities to practice sales conversations and other sales tasks to improve their effectiveness. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal, it’s still very...
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No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time. The fact that you’re reading this article is a good sign, because it demonstrates that you wanting to achieve sales excellence, and are...
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One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. A high performing sales team can make the difference between a mediocre business – and one that brings your goals...
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Sales multipliers (or sales multiplier effect) are strategies and tactics you can use to win more consistent sales. As the name suggests – there are things you can implement that will multiply your sales without adding too much effort at all. In this article, we’ll look at...
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In this article, we’ll unpack sales resistance – what it means, why it happens, and more importantly – overcoming sales resistance. Sales resistance is something you’ll experience as a Business Owners or Sales Professional when selling your products or services. Read on to learn more. Sales Resistance –...
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Sales team building games can be a great way to break up your usual sales team meetings, because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal,...
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Sales can be won or lost based on how you present and carry yourself – which is why sales professionalism is key to your success. But what exactly is sales professionalism? And what ingredients are needed to carry and present yourself as a true sales professional? In this...
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Your sales growth formula (also known as a sales targeting strategy), is one of the most important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and...
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A common question Sales Professionals and Business Owners ask, is what is the difference between sales vs revenue? In this article, we’ll be breaking down the sales vs revenue question, as well as what key indicators you should be focusing on to grow your business or...
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Your B2B sales strategy (also known as a sales targeting strategy), is one of the more important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and...
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These sales training ideas are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. When sales training ideas are fun, there’s a better return on your time spent. As per conducted studies, Neurologists have found that fun activities not only...
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Knowing how to effectively manage sales teams is a skill that will clearly set you apart from other managers and competitors in your industry. But how do you do it effectively? What ingredients are an absolute must, when you need to lead and manage sales teams? In this...
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Inside sales refers to any sales role, where you speak to your potential and ideal clients remotely. Over the last few years – and even more so today; inside sales is becoming increasingly popular, because it’s got excellent benefits compared to Sales Professionals that don’t sell...
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Effective sales management training can be the difference between keeping your Sales Managers performing at the status quo or reaching new heights that’ll leave the competition behind. But what should you include in your sales manager training? What core and fundamentals modules should be in all effective...
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Sales incentives can be an excellent way to show your appreciation when your sales team not only meet quota; but work hard to exceed it. Depending on your business type, you maybe limited to using money only as a form of a sales incentive. Fortunately, although money...
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Client vs customer – is there really a difference? This is a great question, and one that definitely deserves attention. The reason why it’s an important question to ask, is because depending on how you label those who buy from you, can make a big difference in...
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If you look at companies that perform very well with their sales teams versus those that perform averagely – the difference usually will be the better company has a sales enablement strategy in place. Sales enablement is crucial to your staff’s success, and in this guide,...
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Hiring the right sales people is critical for your business; in this article, you’ll learn the best interview questions for sales hiring success, so that we can help make the task a little easier. We’ll categorise our best interview questions for sales hiring in the following...
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Selling strategically is a smarter way to sell, because when done correctly – it’ll single you out from your competition in a good way. In this article, you’ll learn what selling strategically means, as well as our five tips to help you close more sales and...
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If you’re new to a role, or perhaps you’ve just made a new hire – you may be familiar with a concept called the 30 60 90 Day Plan. So, what is the plan and how does it work? And how do you effectively write it out? In...
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If you’ve been in sales for a while, you’ve probably heard different types of sales terminology, like outside sales vs inside sales. So, what is the difference between outside sales vs inside sales? It’s important to know the difference if you’re building a sales team, and also...
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Sales forecasting is one of the most important activities you can do as a Sales Professional or Business Owner. But what exactly is sales forecasting – how do you do it correctly, and what are its benefits? In this article, we’ll look at what sales forecasting is,...
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Sales Professionals and Business Owners alike should focus on the success of their customers; and depending on your business size, you may require a Customer Success Manager. So, what exactly is a Customer Success Manager? And what are their roles and responsibilities? In this article, you’ll learn what...
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Sales blogs are an excellent way to up skill your sales education, because you can quickly navigate and read up on a specific area you’d like to enhance. However – like many other Sales Professionals and Business Owners; you’re most probably strapped for time and want...
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In the world of business and sales, there are so many terms and definitions – so what is account management? And what are the benefits of account management? In this article, you’ll learn what is account management, as well as what are the benefits of having account...
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No matter your role or employed position within a business; coaching skills are extremely valuable to have. If you’re working with others, your communication and influence skills will be key; and enhancing your coaching skills can help you with this. By making a conscious effort to learn...
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A goal setting workshop can be an excellent activity to run with your team. When done correctly – it will have everyone motivated towards the same goals and align team members to be on the same page. But where do you start? How can you ensure your goal...
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Learning, and then implementing account management best practices can have an excellent result and impact on your overall sales efforts, and relationships with your clients. In this guide, we’ll detail our top five account management best practices that have brought excellent results for our students –...
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Although sales training topics will vary depending on your industry; there are a few that remain tried and tested and proven to generate the best return on your time and investment. Your sales training topics should be engaging, involve all your team members, and most importantly...
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Sales consulting can be a very lucrative career and business choice and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. But what is sales consulting? And could sales consulting possibly be the right career choice for...
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Sales training for Managers is crucial for not only your Managers success – but also for their reporting sales staff too. Sales Managers require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within...
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Sales competitiveness can be something commonly found within sales teams; and although it can have its benefits; it can also be detrimental if not monitored correctly. Naturally, sales competitiveness can find its way within your sales team – people can be ambitious and competitive, and there’s...
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The 5 P’s of marketing is a popular and effective topic taught to Business Owners and Entrepreneurs looking to increase their sales, and close more clients. But what are the 5 P’s of marketing? And how can you utilise the 5 P’s of marketing correctly to ensure...
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Coaching for sales improvement and success is one of the key and fundamental tasks that Sales Managers and leaders should concentrate their efforts on, because the rewards can be incredible. According to studies, coaching for sales improvement can improve a Sales Professional to achieve quota by...
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Just like there are laws that govern everything around us; from nature and science, to business and the workplace – there are also laws of selling and in sales that must be carefully adhered to. The laws of selling dictate fundamental rules that need to be...
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What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? In this article, we’ll be exploring this, as well as how to ensure you execute a positive...
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Sales Performance Management is a regularly brought up topic in sales meetings and strategic papers; but what is it, and why is it important? What are the benefits of having a Sales Performance Management system, and what should it entail? In this article, we’ll look at what...
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How to manage a sales team; this is probably a question you’d be asking if you’re new to a Sales Leadership role, or if you’ve inherited a sales team that has room for improvement. As someone who has been running business’s for well over a decade,...
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Best practice sales tips and guidelines are important for your business, your sales team, and of course for you to follow daily, because when implemented correctly; they can have a profound impact on your performance. In this article, we’ll be looking at eight best practice sales...
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Cross selling is when you offer a complimentary or paid product or service to your clients, when they buy one of your other products and services. So how can you effectively implement cross selling as a part of your sales strategy, and what is the difference...
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Buyer personas are a common topic amongst Marketers and Business Owners alike; but what exactly are buyer personas; and how does it help your sales and marketing efforts? In this article, we’ll look at what buyer personas are, why they’re important, and the various steps you...
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Sales training is an important ingredient when you’re building a sales team that’ll perform time and time again. But how do you measure the impact of sales training? Whether in person or online; there are so many different types of sales methodologies to choose from. In this...
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Change in leadership? One of the common changes that can bring about anxiety and insecurity within an established team, is when new management enter the business. So how should you handle a change in leadership? Should it always be a cause of concern, or should you just go...
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As Michael Jordan famously said, “Talent wins games, but teamwork and intelligence win championships.”. Team selling is a powerful opportunity when used correctly and can bring great results to your business and sales efforts. But what is team selling? And how does it work? In this article, we’ll...
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A common issue many Sales Professionals face when conducting their sales interviews and question sessions, are that they don’t follow a process that gives them consistency. Add into the mix that many have been taught to use outdated scripts; and you potentially have a recipe for...
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If you’re a new Sales Manager; or perhaps someone wanting a little more insight into effectively managing Sales Professionals, then you’ve come to the right place. In this article we’ll look effectively managing Sales Professionals, in an easy to understand manner. There are plenty of tips...
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Online sales training is a new and effective way to up-skill your staff (or yourself) in the most up to date sales principles. Although in person sales training is also very valuable; online sales training comes with its own set of benefits that is making it...
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As a startup Entrepreneur, you are full of hope, drive, and ambition to create something you know will not only benefit your ideal audience – but create awesome income and meaning for your life too. However, as the days, weeks, and even months go on; you...
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Sales scripts are a popular topic in weekly training sessions, sales training programs, and of course in various sales and marketing books. But do sales scripts actually work? And more importantly – have new consultative ways of selling killed off the premise of using exact sales scripts...
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The difference between general Salespeople and Sales Professionals that seem to excel in sales; no matter what they’re selling – is their ability to follow the best practices for sales. As the famous saying goes, “How you do anything, is how you do everything”. This demonstrates that...
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No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time. The fact that you’re reading this article is a good sign, because it demonstrates that you either want to better your sales performance,...
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You may have an awesome product or service; but without knowing how to it get in front of the right potential audience – you’re not going to have much success. An effective way in crafting how to do this, is putting together something called a marketing...
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Whether you’re a Business Owner or Sales Manager; if you’re going to grow your team you’re going to eventually hire staff who can sell your products or services. As a part of the hiring process, you’re going to want to hire the most capable people, with...
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Your sales targeting (also known as account targeting sales strategy), is one of the more important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and potential...
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Many years ago, my partners and I owned a website design and marketing business. Although we ended up selling it as its height of success, there were times when business was definitely gloomy. To fix my business, I spent thousands upon thousands on coaching programs and...
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Whether you’re an absolute stud performer or fairly new to your sales role, it’s completely natural that your sales motivation will dwindle from time to time. The reason being is we get stuck in our day to day activities of prospecting and speaking with potential clients;...
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We regularly hold sales training sessions with our clients, and some of the feedback we often receive from them is that their sales meeting topics can be boring or stagnant. A lot of what they go through is the same; week in and week out. We give...
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Referrals are a great way to get leads for your business, product or service; that's why in this guide, you'll learn how to get referrals in a non pushy, yet effective way. The reason why referrals are great, is because one of the hardest things to...
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Often, you’ll find that high performing sales professionals will be promoted into sales manager roles. Although at times this can be a wise idea – however; it can also without intending to, backfire if the new sales manager isn’t aware of what training they need...
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Looking for sales meeting ideas can be quite daunting at times; because you want your sales meetings do be valuable and insightful, rather just another meeting your sales staff need to attend. Below is a list of eight sales meeting ideas that are worth doing to...
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Sales leadership is a crucial, yet often ignored topic. Some people say great leaders are born, but that couldn’t be further from the truth. Great leaders – especially relating to sales leadership (or how to be a great sales leader); comes from training, and being taught through...
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If you regularly read sales blogs, watch sales videos or perhaps have undertaken sales training and courses, a famous learning you would have come across is selling features and benefits. Usually – Sales Professionals will meet with a potential client, and then present their product or...
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Whenever I’m running a sales workshop, one of the questions I like to ask the audience is what are the two types of competition in business? The answers I generally get back are the other types of businesses they are directly competing with for their potential...
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Your sales process may slightly differ depending on what you’re selling; this could be by product, price of what you’re selling, and of course – your type of preferred client and your target market. Although we have our own unique sales process called The 5% Sales...
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The sales tip this week, isn’t just something that’s working right now; this is a tip that’s evergreen – meaning something that’ll serve you for life - and that tip is, ‘Not all clients are equal’. Not All Clients Are Equal Be careful who your serve and...
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Imagine for a second that you’re the Captain of your ship. You have people that rely on you – all aboard. You know where you need to get to, however you don’t have a map. Perhaps you may even be blindfolded. Now if you were a passenger – would...
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Today I want to share a quick tip with you that isn’t hard to implement, yet will give you a massive advantage among your competitors. Today I want to share a quick tip with you that isn’t hard to implement, yet will give you a massive...
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Anyone who knows me well knows I’m big into Social Psychology. History is another passion of mine, however that’s a topic for another conversation. Like a moth to a lamp, I’ve always been drawn to and in awe of learning about what makes us tick; why are...
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