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Sales prospecting methods is the first step in the sales process, which consists of identifying potential customers via short term one way communication to source new leads or engage with existing leads. Methods can include social selling, networking in person and on social media, outreach over the phone and via email.

How Customer-Centric Is Your Value Proposition?

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Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.

10 Touch Points That Make Or Break Sales

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Customer-Centricity creates positive Customer Experiences. In other words, for customers to perceive a business as being customer-focused it needs to be structured and managed like Jeff Bezos says, i.e. with the customer in mind.

Six Sales Prospecting Methods, Including Cold Calling.

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67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.

I Have 10 Seconds To Make An Impression?

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Possessing an effective and professional business introduction that spells out clearly and succinctly the benefits that we bring to our buyers is now more essential than ever. If those benefits are also quantified then that's even better. So, why do many businesses and their salespeople turn off their prospects, right from the first contact?

Sales Navigator Techniques To Know

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What tactics for leveraging LinkedIn Sales Navigator do you need to know? Blended prospecting techniques are nothing new but codification of these combinations in the context of the Sales Navigator platform is required.

When You Have Too Many Deals In Your Sales Pipeline

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Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.

Get Better At Selling, Or You Will Get Worse

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Selling is going to continue to evolve—maybe more than other areas of business. If you are not actively working on getting better, you are getting worse. Don’t let the limits of your perception be the limits of your results.

Five Signs You’re An Order Taker And Not A Salesperson.

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The primary reason that salespeople fail is because they aren’t really salespeople. Here are five telltale signs that indicate that a person is really an order-taker and not a salesperson.

Cracking The Myth Of Sales Hunters & Farmers

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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.

Sales and the “new normal”: virtual prospecting during COVID-19

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Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?

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