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    Article

    8 Factors for a Strong Inside Sales Pipeline

    May 22, 2015 Elisa Ciarametaro

    The benefits of hiring an inside sales representative may vary from great to none. Success depends on effective and consistent inside sales management. If you want to see more income from your sales pipeline, make sure management includes these eight things.

     

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    Article

    Trust Takes Time—Not

    May 21, 2015 Charles H. Green

    Customers are busy, which makes salespeople think brief messages devoid of personal comments are the best tactic for email messages. The opposite is true. If you use those few seconds to make a personal connection and take a risk, you can quickly encourage trust and lead to productive conversations.

     

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    Article

    To Get Referrals, Build Relationships

    May 20, 2015 Michelle Davidson

    Referral business is the best business, but you have to earn it. That's because, like with everything related to selling, it's about relationships—relationships with your referral sources, as well as with the referred prospect. And strong relationships take work—to develop trust, confidence, and even friendship. 

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    Podcast

    How to Ask for—and Receive—Qualified Referrals

    May 19, 2015 Joanne Black podcast button itunes button

    Referrals are a salesperson's biggest competitive differentiator. The produce the highest quality leads and can shorten the sale cycle. The problem is many people don't ask for referrals or they don't know how to ask for them. Listen as Joanne Black discusses how to ask, as well as how to get started creating a referral system. 

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    Article

    Get Referrals without Asking: Use the Power of Your 'Personal Why'

    May 18, 2015 Bill Cates

    When you share your Personal Why—why you believe in the work you do—with clients, you create a bond with them that leads to new business and referrals. In this article, Bill Cates explains how to determine your Personal Why and how to use it in client conversations.

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    Article

    Referral Business Is the Best Business

    May 15, 2015 Babette Ten Haken

    Referral business is the best kind of business, but you have to earn it. And it doesn't happen overnight. By working with your customers and colleagues to add value to their business, you earn their trust and confidence. They, in turn, become your greatest advocates.

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    Article

    You Just Got a Great Referral—Now What?

    May 14, 2015 Michael W. McLaughlin

    Congratulations, you just received a referral. Before you dive in and research the opportunity, contact the person who referred you. He is just as important as the prospective client. Treat that relationship with respect, and you'll position yourself to receive future referrals.

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    Guides & Tools

    Sales Expert Interview Series: An Interview with Charles H. Green, Author of Trust-Based Selling

    May 13, 2015 Charles H. Green

    Learn what it takes to succeed in sales today in this exclusive Sales Expert Interview Series. In this episode, RainToday Editor Michelle Davidson talks with Charles H. Green, an authority on trust-based relationships and sales in complex businesses, about the power of trust in client relationships and how to become a trusted advisor to your buyers.

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    Article

    Do You Know What Your Buyers Want?

    May 13, 2015 Michelle Davidson

    When you know what your buyers want, you can develop better lead generation materials, have better sales conversations, and close more deals. Uncovering that information takes time, but it's time well spent.

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    Podcast

    Buyer Personas Improve the Buying Process and Increase Sales

    May 12, 2015 Adele Revella podcast button itunes button

    Buyers are frustrated. Often sales reps are unprepared for meetings and unable to answer buyers' questions, causing the rep to lose the sale. To remedy that, companies need to gather insight about their buyers, create buyer personas, and use the information to help buyers, says Adele Revella, author of Buyer Personas