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    Article

    12 Super-short Emails to Revive a Dead Prospect

    April 24, 2015 David Newman

    Your prospect has stopped responding. Voice mail and email go unanswered. You're left wondering where things stand. Here are 12 super-short emails to help revive them—get them to declare yes or no—so you can move forward or declare them officially dead.

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    [Video] Why You Must Frame Your Sales Conversations with Assumptions

    April 23, 2015 Jill Konrath

    We are told to never assume. In sales, however, you want to take an assumptive approach. When you assume your prospects have similar issues and concerns, you can frame your sales conversations to showcase your expertise. And buyers will be more interested in what you have to say.

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    Article

    Your Sales Career Depends on These

    April 22, 2015 Michelle Davidson

    Getting a job and advancing your career still has challenges. In addition to having the hard skills required—how to cold call, compose sales emails, write a proposal—sales professionals also need softer skills, such as collaboration, emotional intelligence, and observation.

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    Podcast

    The Ultimate Form of Career Insurance for Sales Professionals

    April 21, 2015 Dorie Clark podcast button itunes button

    Things have become more competitive for sales professionals. More people are vying for sales positions. Plus, selling itself has become more challenging with competing companies targeting the same customers. The best way to become indispensable in either situation is to be recognized as an expert in your field, says Dorie Clark, author of Stand Out.

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    Article

    The Marketing Leads Are Junk

    April 20, 2015 Randy Shattuck

    To avoid the "these leads are junk" issue, sales and marketing must be in alignment. Make sure they agree on what constitutes a good lead and who your ideal client is. Then make sure the pieces are in place to attract, qualify, and nurture those leads.

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    Qualities You Want in New Sales Hires

    April 17, 2015 Brittni Brown

    The role of the typical salesperson is changing. Technological advances have created new selling scenarios and created a demand for new sales skills. As sales managers look to hire new representatives, they need to look for these three qualities in job candidates.

     

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    Article

    3 Reasons Prospects Don't Call You Back

    April 16, 2015 Vickie K. Sullivan

    When prospects go silent, it's easy to think you said or did something wrong during your last conversation with them. In most cases, however, something occurred after you hung up the phone. Here are three things that probably happened.

     

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    Meeting Sellers' Educational Needs

    April 15, 2015 Michelle Davidson

    Continual sales training allows sales reps to keep their skills sharp, to achieve personal goals, and to meet corporate goals. The key is to create a sales training program that meets individuals' needs and provides post-training support that helps reps implement what they learn.

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    6 Secrets to Building a World-Class Sales Training Program

    April 14, 2015 Ago Cluytens

    Quick-fix sales training programs don't work. Your best option is to think of training as an ongoing strategic initiative that provides continuous support, learning, and implementation assistance for the sales force. These six guiding principles will help you achieve that.

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    Podcast

    The Sales Training Model that Creates World-Class Sellers

    April 14, 2015 Mike Schultz podcast button itunes button

    Each person on a sales team is different. Depending on a person's role and outputs, he has different skills requirements and training needs. That means companies need a training program that addresses each person's unique qualities. A model that has proved successful is a sales university. With it, companies can create a curriculum that addresses core sales skills, as well as skills required for each sales role, says RAIN Group President Mike Schultz.