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If Role Plays Suck – Why Do They Work?
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Okay, I know I was over the top with the title, however the statement is true. The only time I can put the fear of God into a group of sales ...more »Are Your Prospecting Emails Getting Deleted?
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In this technological age, email is still an important tool for communication with customers and potential customers. I understand the current rage is texting or IMing people, however, I'm still ...more »Seven Simple B2B Sales Tips for Sales Success
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Sometimes I feel we are all trying to be too cute or complex in our dealings with our customers or potential customers. It is much better to use some good ...more »How to Delay Answering the “How Much Is It?” Question
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One of the most discouraging questions a prospect or customer can ask you is the classic - How Much is It? or How Much Will This Cost Me? or What's ...more »Building Success Stories from Satisfied B2B Customers
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Okay, curious about this title? What reasons would you need to get information from your existing and satisfied b2b Customers? Simple. You are looking to accumulate good data points for finding ...more »Is Your True Focus on Your Customer’s Satisfaction?
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Without being corny today, I have a very important question for you. Is Your True Focus on Your Customer's Satisfaction? This is a very telling question and your answer will give you ...more »Use Success Stories to Create Interest in You
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One of the best methods for creating interest from decision makers is to discuss success stories with issues, challenges or ways to increase revenues they are currently dealing with in ...more »What Sales Development is Needed Today?
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This is one of the most common questions I get from both Sales Managers and Sales People. What types of training and development is most important today for success in ...more »Four Reasons B2B Sales Are Different Today
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Seems writings about the new school and the new "norm" for b2b selling is catching many sales people off guard. The interesting thing is they were all aware that something ...more »What Are Executive B2B Decision Makers Looking For Today?
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The answer to this question is at the heart of the new "norm" and you must pay attention to how this works. The answer to the question is… VALUE Now I know some ...more »Buy B2B Sales eBook by Voss
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