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    Article

    Lead Generation: 3 Ideas for Producing Content that Attracts Buyers

    February 26, 2015 Michael W. McLaughlin

    Publishing content is essential to growing business. The challenge is consistently producing quality content that buyers want, as well as finding time to create the content. These three tips from Michael W. McLaughlin help you handle both. 

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    Article

    Want to Be a CEO's Trusted Advisor? Do These 8 Things

    February 26, 2015 Andrew Sobel

    Executives want and need trusted advisors. How do you earn your seat at the table? By doing these eight essential things. They're the ingredients of great long-term trusted partnerships.

     

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    Apply Your Own 'Secret Sauce' to the Sales Process

    February 25, 2015 Michelle Davidson

    Each salesperson should be allowed to add their own "secret sauce" to the process. Doing so allows them to tap their individual strengths, which leads to more creativity, happier salespeople, and more sales.

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    Podcast

    Turning Sales Into a Science

    February 24, 2015 Mark Roberge podcast button itunes button

    Sales has always been thought of as more of an art than science. That is changing as more data about sales teams is available. Rather than simply trying something and hoping it works, teams can apply data and metrics and predict success, says Mark Roberge, Chief Revenue Officer of the HubSpot Inbound Sales Division.

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    Selling to Competitors' Dissatisfied Customers: Challenging, but Not Impossible

    February 23, 2015 Babette Ten Haken

    Targeting new business based on prospects' unhappiness with previous providers comes with unique challenges. Their skepticism and trust issues can complicate and extend the selling cycle. You can overcome them, but it will take more time, research, and strategic conversations.

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    Use the SALE Methodology to Counter Any Buyer Objection

    February 20, 2015 Colleen Francis

    Buyer questions and objections are a way of life in the sales world. How you handle them makes the difference between winning the sale and losing the buyer forever. This is where the SALE methodology can help. Use it to continue the conversation, keep the buyer engaged, and keep the process moving forward.

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    How to Make Follow-Up with Prospects a Pleasure, Not a Chore

    February 19, 2015 C.J. Hayden

    Follow-up calls with prospects can feel like a dreaded chore. They don't have to be that way. Using these seven alternative approaches, you can have more pleasurable, helpful, and relationship-oriented conversations with prospects and referral sources.

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    Article

    6 Factors that Stall or Prevent Sales

    February 18, 2015 Michelle Davidson

    Not closing as many sales as you'd like? Not getting repeat business from customers? You might be tempted to blame the problem on buyers or the economy. Sometimes, though, the reason is from within. It could be because of something you are doing—or not doing. Or it could be a company- or department-based issue.

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    Podcast

    3 Qualities that Lead to Loyal Customers

    February 17, 2015 Noah Fleming podcast button itunes button

    You have a great product, but these days that isn't enough to keep customers returning. Customers want to be a part of something bigger. They want to connect with a company's story—their message—and they want to be a part of a community, says Noah Fleming, author of Evergreen. To achieve that, companies must have three qualities: character, community, and content.

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    Business Development: Set Your Tech Professionals Up to Succeed

    February 16, 2015 Anne Scarlett

    You cannot expect technical professionals—many of whom have no formal sales training—to just go out there and start bringing in new business. You must give them the instruction, training, and resources necessary to succeed.