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BE A SALES DETECTIVE: GATHERING INTEL

BE A SALES DETECTIVE: GATHERING INTEL

Why is “intel” - aka gathering client and competitor intelligence - so important right now? There is no crystal ball to forecast the future. What insights do you want your team to gather to help you make future sales decisions? When we asked sales leaders to identify...

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BUYERS REVEAL HOW TO SELL TO THEM VIRTUALLY

BUYERS REVEAL HOW TO SELL TO THEM VIRTUALLY

Last week, we interviewed two buyers to uncover their expectations of how to effectively sell to them virtually. The buyers we interviewed were: Susan Ryan – LBM Millwork Buyer - Home Hardware.  Susan has more than 20+ years of buying experience and currently works...

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RE-OPENING BUSINESSES, ASK THESE QUESTIONS

RE-OPENING BUSINESSES, ASK THESE QUESTIONS

Restrictions are starting to be lifted and there is a pent-up demand to get back to normalcy at work. Government officials in all provinces, states and countries are gearing businesses to start planning the phase-in steps.  Everyone is experiencing spring fever to get...

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ARE YOU READY TO SELL REMOTELY?

ARE YOU READY TO SELL REMOTELY?

Are you eagerly looking forward to when you can meet face to face with customers? Maybe you’re craving the days when work wasn’t solely digital: getting up at 6 am, traveling outside your home, dodging traffic, and barely making it to your next client meeting on time...

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TURN CHECK IN CONVERSATIONS INTO PURPOSE CONVERSATIONS

TURN CHECK IN CONVERSATIONS INTO PURPOSE CONVERSATIONS

You have been calling all your clients with an empathetic “check-in” to see how they are doing. You’ve been pleasantly pleased that it’s easier to speak to clients live and they are appreciative of your call showing care for them and their families.  You’ve been brave...

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FUEL YOUR MOJO

FUEL YOUR MOJO

You do your best to practice positive attitude, self-talk and optimism – especially as it relates to sales, as that’s what makes a sales professional successful. Then COVID19 hits. You’ve now gone through several weeks of lock-down mode with no concrete end date in...

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