Juicy Posts in Blog
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December 11 2018How to Attract Motivated Salespeople (and Keep Them)
On a recent episode of my podcast, New Customer Machine, I spoke with Jack Daly, internationally renowned sales expert and author of the book, Hyper Sales Growth. One of the things I wanted his take on was employee motivation.
“How do you motivate your people? You hire them that way!” he said.
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December 5 2018Are You Losing Sales By Overloading Your Prospects? Try This Approach Instead…
If you knew a prospect was only going to remember one thing about your product or service a week after your first meeting, what would you want it to be? And just in case I wasn’t clear, that’s all they’re likely to remember. Why not be intentional about it?
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August 28 2018 -
July 17 2017What Eskimos Taught Me About Managing Sales Teams
The most effective sales teams have a unique language that only they speak. If a stranger walked into one of their sales meetings, they’d feel like an outsider at an Eskimo council. Top teams use a finite set of precise terms to describe their pipeline and where each prospect fits into it.
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July 6 2017The Secret Way Great Companies Get Their Salespeople to Use The CRM
Our work with scalable sales teams showed us that there was a proven road map to fanatical adoption. By reverse engineering what the most productive teams were doing differently, we found a plan that you can use to bridge the same gap at your company.
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November 18 2016Capturing Paper Leads In Your CRM
What do you do with all of those forms you collected at that big trade show? What if you have walk-in traffic at your office that results in new leads every day? In this video, I am going to show you a trick and some technology to make it easier for your team to capture that information in your CRM.
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October 24 2016Automatic Lead Integration With Your CRM
Leads, leads, leads… give me the leads! We all know new leads light up our salespeople, but if we are sloppy about how we deliver those leads, we might be leaking opportunity as they work outside of the CRM. In this video, Jeremy shares an inexpensive tool that will automatically place your leads in your CRM for your salespeople in real time.
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October 14 2016The One Question You Should Ask In Every Sales Process
This week’s tip is a very low tech one—1997-low tech! But it is powerful.
There is a single question that is far and above the most powerful question to ask your prospect in the sales process. I am going to show you how to make sure every sales rep on your team asks it every time.
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September 27 2016Create a Follow-Up Content Library to Make Your Sales Team Unstoppable
No matter what you sell, or who you sell to, there are three questions that a prospect must have answered before any sale is made. If you can answer these over the course of the sales process—and reaffirm them at every step—you’ll be money.
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September 21 2016Why Your Salespeople Should Drop That To-Do List
We top performers are known to bite off more than we can chew. If you’re like me, your to-do list can feel like crab grass taking over your otherwise peaceful yard. No matter what you do, it multiples each week. It feels untamable. I want to share a tip I discovered that allowed me to nearly eliminate my to-do list and be dramatically more productive in my sales role.
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