What to Look for When Researching Prospects

We’re always talking about tools to use for research, but how should you go about actual research? Knowing what information to look for is as important as knowing where to find it. With these ways of qualifying prospects, you'll gain an edge when you make the pitch. Find Relationships As…

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7 Rules for Getting Past the Gatekeeper

You’ve driven across town for a sales meeting, only to find the receptionist catching up on the latest issue of US Weekly while Dr. Jones is tied up. Now what? We’ve all been there – suddenly in a battle to get past the gatekeeper. In many cases, gatekeepers are low-waged…

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5 Useful Sales Tools You Probably Aren’t Using

Sales tools are constantly and rapidly changing. Take a look at Rapportive: once a highly useful sales tool, salespeople are now turning away from it in droves. With many tried-and-true tools still at work and newbies hitting the market every day, it’s hard to keep up with the times. Don’t…

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How to Use a Power Pose to Close More Sales

The right words, the right delivery, the right approach—these are three critical components to closing a sale. But there’s more to it than that. In fact, Amy Cuddy reveals in a recent TED talk how something as simple as body language can help you close more sales. But you won’t…

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How to Give the Perfect Business Gift

Thinking about customer service from just one perspective—what you do after a customer is upset, angry or has had a bad experience—limits your business’ ability to acquire and keep customers. I like to think about customer service as a proactive, business-growing step that keeps revenue coming into my business. Giving…

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7 Outsider Blogs Salespeople Can Learn From

Becoming a skilled salesperson requires extensive on-the-job training, learning about product features and reading up on techniques to persuade people and land a sale. These activities can include attending sales training companies and lining your shelves with books by industry leaders like Zig Zigler. However, you’d be remiss as a…

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6 Must-Have Sales Apps for Android

If you're a salesperson today, chances are you heavily rely on your phone. We're not saying Android phones are better for salespeople, but they certainly have their advantages like customization, app features and the ability to choose from a wide range of devices. Here's our top app picks every salesperson…

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