Experts make the best sales team

What separates a standard sales approach from business development is the level of interaction with the product or service. How many salespeople can take a part in the creation or development of what they sell? For the stereotypical used-car salesman who upcharges for standard features, the sleazy salesman only knows as much about his product […]

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Email marketing habits to kick to the curb

If your day is anything like mine, you send a lot of emails. A. Lot. You hope for swift responses and perfect messaging every time, but that’s not a realistic result. To prevent getting discouraged or stuck in a rut, I read up on email efficiency and best practices periodically to update my routine. Here […]

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Build trust to build sales

Business deals, especially in B2B markets, are the result of relationships between people. Prospects have to trust the business development specialists on a level that surpasses how much they trust the represented companies. Good representatives know how to strengthen that trust by building and maintaining long-term relationships and taking a personal interest in their clients, […]

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How to get the most out of your follow-up email

I’ve found myself making a lot of calls recently and that means making sure to follow up with my contacts if I don’t hear back from them, need more information or want to thank them for their time. Follow-up emails have become my lifeline and I simply couldn’t function without being able to rely on […]

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Sales training will only take you so far

Conventional wisdom says that you need to brush up regularly to stay on top of your game, so I attend webinars once or twice a month in hopes of gaining or, at least, polishing a skill set. My most recent event had three speakers with expertise in various forms of increasing response rates. Two of […]

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5 tips to sell your big ideas to the bigwigs

When a big idea hits, getting the go-ahead from management can make the difference between a career-defining project and the recycling bin. No one wants to work hard to set up a new marketing project only to have management hit the brakes before it takes off. Here’s some advice on how to sell your ideas […]

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