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Go retro for important prospects

900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. [...]

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Please don’t just touch my base

“How are you?” When I first came to the US (in 1991) a fellow student asked me this question as we were walking by each other in Philadelphia. I’d heard that Americans were much friendlier than Brits so I thought it was very nice of this person I did not know to care about my [...]

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Deals Have Momentum

Deals rarely slow down then close. Deals that close have momentum. The pace of the communication accelerates as you get near closing. The prospect has questions. They are about to make a commitment. As they draw closer to making that commitment questions crop up in their mind. They want to be sure they are making [...]

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Put ‘em Back in the Greenhouse

Sales people should minimize the number of people they call. Yes, I said minimize. One of the biggest challenges for sales people is time management. As a sales person you should be calling people who you can convert into customers. You need to focus your efforts on a well-qualified list of people. In our “real [...]

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What’s so uncool about Farmers?

The companies I talk to are always looking for sales “hunters”.  It’s almost a sure thing that if a sales candidate says they are a “farmer” then they are out.  But why are farmers so uncool? Hosting Brain Carroll’s webinar reminded me of the importance of lead nurturing.  It’s clear from Brian’s research that companies [...]

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What’s Old is New

How many emails did you get this week?  How many hand-written notes or letters did you receive? I suspect most people have no idea what the answer is to question #1 since the number is so large.  I suspect the answer to question #2 is zero but no greater than one. We are all grappling [...]

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