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5 Tips to Making a FREE Offer to Close a Sale

5 Tips to Making a FREE Offer to Close a Sale

| May 19, 2015 | 0 Comments

Being great or the best often isn’t enough. Having a wonderful product, outstanding back office support, and world-class people sometimes just Having a wonderful product, outstanding back office support, and world-class people sometimes merely readies you for business — it doesn’t put you over the top or convert prospects to customers. What you need is […]

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When no volume of marketing automation is going to help

When no volume of marketing automation is going to help

| May 12, 2015 | 0 Comments

Earlier this morning I read a white paper about marketing automation when this stat hit me — the average B2B company closes .28% of all inquiries. I don’t know how accurate that number is or what definition of an inquiry was used, but here are the first thoughts that crossed my mind after reading that […]

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Is this sales tactic okay with you or does it cross the line of acceptable behavior?

Is this sales tactic okay with you or does it cross the line of acceptable behavior?

| May 11, 2015 | 0 Comments

Early in my career, I worked with a salesperson who thought whatever you had to do to make a sale was okay and fair game — as long as it wasn’t illegal.  I witnessed a number of tactics that made me cringe. For example, this salesperson sat in a meeting with a F500 client days before the end […]

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Ready, Aim, Aim, Aim, Aim….

Ready, Aim, Aim, Aim, Aim….

| May 11, 2015 | 0 Comments

This could be a longer post, but it’s not necessary. Here’s the punchline: Sell now! It honestly amazes me the number of companies and business leaders who seemingly have no sense of urgency. I know of one company who for the past four years has been working on their marketing message and sales plan. I don’t mean […]

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Application notes are great sales tools, but they aren’t customer success stories

Application notes are great sales tools, but they aren’t customer success stories

| November 30, 2014 | 0 Comments

Customer success stories are great lead generation and sales tools, but they shouldn’t be confused with application notes. Application notes aren’t success stories. For sake of argument with some, I’ll yield to them being a cousin :) Technology companies in particular are fond of application notes — and for good reason. A typical application note […]

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Why success stories are the best lead generation and sales tool of them all

Why success stories are the best lead generation and sales tool of them all

| November 29, 2014 | 1 Comment

Let me jump to the point of this post: customer success stories are the most powerful lead generation and sales tool you can own. I understand there are some who will read that and sincerely disagree, but I stand by that belief. Here’s why People don’t buy things, they buy the expected results of the things […]

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Don’t waste your time chasing sales leads that aren’t leads

Don’t waste your time chasing sales leads that aren’t leads

| November 20, 2014 | 1 Comment

Years ago, when I last was a sales executive in traditional employment, I got into an interesting round of corporate politics with our VP of marketing over 800+ sales leads they provided my organization. The way the discussion was framed at a weekly SMT (senior management team) meeting was Marketing had provided Sales hundreds of sales leads that […]

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Join us at LinkedIn

Join us at LinkedIn

| November 13, 2014 | 0 Comments

We have two good discussions underway on LinkedIn: here and here. Join in and let us know what you think. Do you agree or disagree? Why? And feel free to follow me.

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Is your company the logical choice in your market?

Is your company the logical choice in your market?

| July 15, 2014 | 0 Comments

I come into contact with a number of companies who are great at the things they do, but aren’t the logical choice in their market. They want to be, but aren’t. And they’re frustrated with the thoughts of why they don’t have more sales opportunities, why sales opportunities take so long to mature, why there’s so much […]

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Cost reduction has nothing to do with revenue growth, except maybe killing it

| May 13, 2014 | 0 Comments

If you’ve been following my writing, you’ve probably read more than once there are only three way to grow revenue – get more new customers, increase the value of your average sale, and increase the frequency and volume of repeat business. I wish I would have thought of that first, but it’s been known for […]

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