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8
Dated: 10-18-2016
One of the greatest boons of social media is the power to boost sales as more and more of the B2B sales process is taking place on social networks, and the buzz around social selling is helping to propel that shift.
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8
Dated: 10-17-2016
As I review the actions, thoughts, and ideas from some of the most recognized social media and social selling authors, experts and consultants, I understand why business leaders and sales and marketing professionals are failing to drive demand on LinkedIn. I now understand why 8 out of 10 sales and marketing professionals are unable to clearly demonstrate a social media ROI on LinkedIn.
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8
Dated: 10-18-2016
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8
Dated: 10-17-2016
In years past, many companies and their sales people relied on selling tactics to sell their offerings. They conveyed rehearsed value propositions. They gave away logoed items to promote their brand. They processed their client prospects through scripted sales systems. In some cases, they employed clever if not aggressive closing tactics such as “if I can show you a car you like, will you buy it today?”
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8
Dated: 10-17-2016
Greg graduated sales school at the top of his class and was eager to start his new career in Tennessee. He met with a prospect in Birmingham, Alabama who wanted a presentation on why his computers were superior to the competition. Greg is a relationship person, he decided to answer with the facts since he thought that was what the prospect wanted.
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8
Dated: 10-17-2016
A newlywed couple spent the first part of their honeymoon at the Disney World Magic Kingdom, followed by another few days on a Disney cruise. On the morning of transition from hotel to ship they were told to pack and leave their bags in their theme park hotel room; someone would transport the bags to their stateroom on the cruise ship. Arriving on board they were pleasantly surprised to discover their MagicBand that opened their theme park hotel room also opened their room on board the cruise ship.
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8
Dated: 10-17-2016
No, this is not a self-help piece on how to manage consulting services for your organization effectively or anything like that. I’m not going to encourage you to follow the methods of just any consultant either, but a consultant in the manner of Peter Drucker, the Father of Modern Management and how he consulted with organizational heads to help big companies, small companies, non-profits, and top political leaders of countries solve their problems and reach their goals.
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8
Dated: 10-17-2016
Do you want to close more enterprise deals, more quickly, and at prices that reflect your true value? You’re not the first to ask. You’ve come to the right place. Here you have the first of a series of 10 articles on how to increase your value to enterprise customers, value as ‘they’ see it. With that you’ll move complex deals to quicker closes. This process is based on original research, and has been tested and refined over several years.
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8
Dated: 10-17-2016
Good customer service — we talk a lot about it, but what does it really mean? Most of us can think of a time when we were on the receiving end of good customer service — when someone did something special, unexpected and out-of-the-ordinary. That business person was focused on the customers and practicing a bit of business etiquette.
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8
Dated: 10-17-2016
Nearly all successful individuals understand the power of leverage, and agree that its use will accelerate the success in any endeavor. People may become successful without using leverage; however, that would mean willingness to compromise their level of success, the speed at which they reach it, and the time required to get to each level.
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