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    CustomerCentric Selling(R) Helps Decision Dynamics Technology Produce Record Revenue Through Facilitating Greater Value for Customers

    CustomerCentric Selling(R) Helps Decision Dynamics Technology Produce Record Revenue Through Facilitating Greater Value for Customers
    CustomerCentric Selling(R) (CCS), a proven methodology for predictably improving revenue growth and sales performance, today announced that Decision Dynamics Technology (Decision Dynamics), a premier supplier of software products and services for financial controls, capital projects, operations and maintenance headquartered in Calgary, Alberta, has seen strong results after implementing the CustomerCentric Selling(R) methodology earlier this year. In February, Decision Dynamics enlisted the ...
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    Succeed in the New Economy: Focus on Existing Relationships

    Boost Sales & Thrive in the New Economy It’s a different market out there today from the one that many of us have known for the last several years. There’s no disputing that this new economy presents plenty of challenges, and yet by adopting the right approach, it’s also an opportunity for sales professionals to actually thrive. The secret to success ...
    Rated: +2
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    Follow-up Communication Guilty of Prospecticide?

    Follow-up Communication Guilty of Prospecticide?
    Like Angela Lansbury in “Murder, She Wrote,” I run into cases of murder everywhere I go. Unlike Lansbury who faced cunning villains who intentionally murdered, the cases I come across are unintentional, but with the same deadly results. Lansbury’s villains used guns, knives, and other assorted weapons; the killers I come across use words. She dealt with homicide; I deal with ...
    Rated: +11
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    20% of Sales Persons Tell This Lame Lie

    20% of Sales Persons Tell This Lame Lie
    Yeah, yeah, smatterings of sales trainers see fit to advise audiences to incorporate one of these lame lies into their sales presentations. A very few high dollar sales professionals will tell one occasionally. Even you may be tempted to respond like this every once in a great while. What are the seemingly harmless white lies they tell? How about this one ...
    Rated: +12
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    Even for Small Teams, CRM Is Key

    Your business and your sales team can not be successful if you are not organized. Being organized does not mean having a spotless sanitized desk with a pen in every color to match your color coded file system. Nope. Being organized means having one place, one contact management system that you use everyday to manage all client files, your complete calendar, ...
    Rated: +2
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    Ace the First 2 Minutes of Your Sales Meeting

    Ace the First 2 Minutes of Your Sales Meeting
    When you control the meeting's focus, you control the meeting. During the first two minutes, you want the meeting's focus to be the prospect's problem, not you and your product. We live in the Age of Interruptions. The typical businessperson experiences 170 to 190 interactions per day. These interactions include voice mail, email, faxes, pages, hallway conversations and the dreaded "got ...
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    The 4 Types of Buyers

    According to Merrill and Reid there are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes etc. As a consequence, the very best sales professionals have become adept at recognizing which personality they are dealing with and adapt their approach and ...
    Rated: +1
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    Beware of Client-Initiated Sexual Harassment

    Beware of Client-Initiated Sexual Harassment
    Laurie, a rookie real estate rep, had an uncomfortably close encounter with a repeat client. I interviewed other female real estate professionals and found her story was unfortunately more common than you might imagine. Here's Laurie's story: When I first started out in real estate, I was very gung ho. I used all my previous sales and marketing techniques, and even ...
    Rated: +3
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    Be a Conference Commando

    Be a Conference Commando
    A conference is a huge opportunity to build relationships with extraordinary people -- people who might have a significant impact on your professional or personal success. To make sure you maximize the return on your (or your organization's) investment of time and money to attend, you can't afford to be a conference commoner. You have to be a conference commando. Here ...
    Rated: +7
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    21 Ways to Bring in the Business

    21 Ways to Bring in the Business
    Despite your desperate hopes and prayers, business isn't just going to wander into your business. You need to get out there and hustle, and we've got the tips to help you do it. The Basics 1. Create quality marketing tools. This doesn't mean you need to allot 75 percent of your budget to printing costs, presentation slides and a Web site. ...
    Rated: +10
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    Understand and Meet Customer Expectations

    Understand and Meet Customer Expectations
    Most companies have sales managers, but too few have repeat sales managers. A repeat sales manager would be in charge of making sure the customer who bought the first time buys again. He would make sure the customer's experiences with the company were everything they wanted them to be. Chances are you don't have a repeat sales manager at your company, ...
    Rated: +2
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    Not All Business is Good Business

    Not All Business is Good Business
    Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the more experienced and successful members of the team, it is difficult to ...
    Rated: +1
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    What Buyers Really Think of Salespeople

    What Buyers Really Think of Salespeople
    Sales training is designed to impart specific knowledge, skills and attitudes and to increase a desired behavior in measurable ways. But too often the skills we teach salespeople are not the skills valued by customers. Sure, you've got to learn how to prospect and persist professionally. You need consultation and presentation skills. And though some sales trainers try to remove the ...
    Rated: +1
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    Keep Your Client in the Loop After You Get the Referral

    Keep Your Client in the Loop After You Get the Referral
    Congratulations, you’ve just received several referrals from one of your clients. Great job! But hold on, you’re work has just started. No, I’m not talking about contacting and selling the referred prospect, I’m talking about keeping your client in the loop. One of the primary reasons clients are hesitant to give referrals is that they are afraid of being embarrassed in ...
    Rated: +1
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    It's Not All about You

    Attend a typical sales meeting and you may hear the following questions thrown around: What are our sales targets? What sales activity do we need to undertake? What are our sales KPIs? What do we need to do this month to hit our targets? All great questions, what do they have in common? They’re all about you and what you want. ...
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    Do Your Own Referral Work

    Do Your Own Referral Work
    Most of us who sell would love to get a number of quality referrals from each of our clients. The reality for most of us is we seldom get referrals, and when we do, they’re usually no better than if we’d picked a name or company at random from the phonebook. Asking For Referrals Will Get You Nowhere Most of us ...
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    Build a Client Attraction System

    Build a Client Attraction System
    Nineteenth-century Danish physicist Hans Christian Oersted gave the world a legacy of discoveries, including one that all of us in sales today can appreciate. Hear me out here, I promise this will be worth it! Oersted discovered electromagnetism, which we can all credit as the basis for many of the comforts of modern life. However, there’s another angle to Oersted’s story ...
    Rated: +1
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    Social Networking: It’s About People, Not Technology

    Social Networking: It’s About People, Not Technology
    The trend of social networking (or social media, if you prefer) is not about the technology of Twitter, Facebook, or other networks. Yes, the technology is nice and has a lot of possibilities. Relationship Marketing is about people connecting with people at certain levels to satisfy their needs for business and personal life. It is not about pushing stuff out to ...
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    Partnership Selling for the Long Term

    Partnership Selling for the Long Term
    Here's a joke for you: Susan breaks up with Jack, a man her mother adored, and begins dating Mike. Every time her mother calls, she asks Susan about Jack, how he is doing, what he is doing, if she ever sees him, etc. One day Susan becomes so annoyed she finally says, "Mom, enough about Jack. It's over. I'm dating Mike. ...
    Rated: +6
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    Just Follow Up!

    Just Follow Up!
    My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back. Following our meetings, one gave me a price on the spot and two never responded with an estimate. Two contractors ...
    Rated: +9