As we’ve all heard a thousand times, expectations are everything. Remember when you were a child and there was something you were really looking forward to – seeing a movie, going to a birthday party, taking a trip – and it didn’t happen? Remember how disappointed you...
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Did we mean sales training? No! We’re so used to sales training in support of the customer journey that we can completely forget about customer training. However, training your customers has grown in importance as a necessary and differentiating factor. The reason is that it supports your...
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Is the value of your company falling? That’s “value” as in financial value, but also perceived value from your customers’ perspective. They’re linked, of course. If you’re less relevant to your target customers, you won’t close as many sales. Fewer sales, less revenue, less value. In the...
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Scaling your business means scaling your sales – and it has the power to make or break you! The problem is, it can be difficult to know exactly when is the right time to scale your sales. You don’t want to leave it too late and fail...
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If your business goal is to win a sale, the discovery call is the most important step because it determines what happens next. For instance, the call might be the last you make to a particular prospect if it saves you time and keeps you from rooting...
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We’ve all been there at some point: firing up an efficiency tool to work concentratedly for an hour – but getting pinged by a seemingly urgent email that must be answered this minute; suddenly remembering an important task, turning our attention away from that email to note...
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