A Sales Rep’s Only Role: Creating Trust…
There is a never-ending sequence of tasks, milestones, steps and processes that represent the day and the life of any sales rep, regardless what you may sell – be it a product; services; consumable or capital good, etc….
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Getting the Most from Your COIs (Centers of Influence)
COI's are "people who know the people you want to meet". COI's don't buy from you. They are not distributors or resellers.
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Before We Begin… Are You a Creator or Fulfiller?
Let’s be honest, sales is hard, and nobody really plans to get into sales. For many of us, a career in sales was not our dream job. We didn’t stand up in front of our Grade 1 class and announce our intentions to be sales people. We all wanted to be astronauts, doctors, scientists, policeman or veterinarians.
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Keeping Motivated
Even the best sales people can struggle to stay motivated through the never-ending business development “chase”.
Here are some key ways to keep your motivation high.
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Productive Prospecting
Everyone knows and expects prospecting to be laborious. Often we hear people say that it’s a “numbers game”. Well … that is true. If you don’t make the calls and put in the effort you won’t succeed no matter how good your strategy and skills are.
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The 5 Keys to Successful Prospecting
While previous pages go deep into prospecting or Introduction Calling techniques, this is a simple 1 page summary to help you get going...
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The Strategy of an Introduction (Cold) Call
Preparing an Opening Statement for your Introduction (Cold) Call will let you organize your thoughts and have a smooth flow when beginning the call. Over time, it will flow naturally.
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It Starts with… Where Do I Find Quality Leads?
OK … so you have just been hired either as a business developer/lead generator or a sales person for a new company. You are excited. Now what? What are your next steps in finding qualified leads?
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