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How to Fine Tune your Sales & Marketing Plan | Sales & Marketing Planning Skills
What does this mean? Fine tuning your sales & marketing plan means evaluating its success year on year and making the changes required to...
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How to Network and Get Referral | Effective Sales Prospecting Training
Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip...
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How to Keep Customer Records | Sales & Marketing Skills
What is a customer record? Customer records contain important information vital to maintaining an ongoing relationship with your...
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How to Disqualify Prospects & Clients | Sales Prospecting Skills Training
Ever watch David Letterman dismiss a guest on his show? He simply stands up, looks at the guest in the eye, shakes his hand and says,...
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How to Stay on Track of Your Business | Sales Management | Sales Coaching Training
What does this mean? Staying on track means paying attention to your goals and your plans and making sure that you and your team are...
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How to Differentiate Your Service | Sales Management Training
A key to uncovering prospect needs is to clearly differentiate you and your firm’s services from other similar providers in your...
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How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
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How to Take Your Problem Questions Deeper | Effective Selling Skills Training
Your analyses of prospects’ and clients’ businesses should focus on the problems that need solving. By asking a series of questions...
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How to Design a Winning Proposal | Sales Presentation Skills
What is a proposal? A proposal is your summation of exactly what your client will get for their money. You will usually only prepare a...
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How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
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How to Turn Prospects into Clients | Effective Sales Prospecting Skills
Good marketing programs create many prospects. But all prospects do not—and should not—convert to clients. Here are ideas to help you...
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How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...
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How to Develop Your Marketing Skills | Sales & Marketing Training
Everywhere I go, professionals ask, “Why should we market now? We have more business coming in the door than we can handle. Our phone is...
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How to Maintain Awareness and Learning from Experience | Asia's Leading Sales Training
What does this mean? Maintaining awareness is about keeping your eyes and ears open and knowing what is going on in your business. It is...
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Developing a Marketing Budget | Sales & Marketing Planning Skills
What is a budget? A budget is the amount you estimate spending on your business marketing over a defined period of time. A budget is the...