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What is a Positioning Statement

What is a Positioning Statement

In a time when there are too many sales organizations chasing too few prospective clients, differentiation is difficult. Because most industries have a glut of competitors, your contacts believe what you sell is a commodity. One way you can differentiate your products and ...

5 KPIs for Sales that Measure Sales Effectiveness

You might have a huge dashboard spread across two or three screens. You might also have a cluster of gauges that measure ...

Top 5 Financial Advisor Sales Training Programs for 2023

As a financial advisor, your clients invest in you, not just your service.

The Sales Manager's Guide to Opportunity Management

To reach your goals as a sales manager, you need your team to hit their targets. Hitting those targets requires them to ...

How to Calculate Your Closing Ratio

On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." This ...
Information Disparity 2-part video series

3 Best Sales Objection Scripts for Building Consensus and Trust

When budget comes up as an objection in sales calls, seventy-nine percent of deals are lost. If you want to lower that ...

Cross Sell Vs. Upsell

There are differences between cross selling and upselling, and there are also similarities. Both strategies are a way to ...

How to Write a Basho Email

It is a rare occurrence that a decision-maker will open and read your email. If you are unknown, your odds are about the ...

Real Sales Engagement

Technology companies often hijack terms from other industries and use them to name their offerings. This can confuse people ...
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14 Example SPIN Questions + Real World Scenarios To Use Them In

“If you can’t solve a problem for your customer, then there’s no basis for a sale. But if you uncover problems you can ...

How To Be a Good Sales Coach: 5 Proven Skills To Master

Sales managers are masters of wearing multiple hats. You’re a leader, a sales rep yourself, a recruiter… and a coach?

6 Proven Rapport Building Questions for Sales Professionals

Every interaction you have with a prospect moves them closer or further away from a sale.

The Ultimate Guide to Sales Forecasting

Forecasting is one of the more difficult tasks for sales leaders and sales managers. In times of uncertainty or instability, ...
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Resolve Client Concerns with BOFU Sales Collateral

One reason marketers and salespeople have trouble communicating is because we speak different languages. For example, we ...

6 Best Sales Development Programs [+ REVIEWS]

Sales is the heart of any successful organization. It's where the money comes from.

11 Elements of a Successful Sales Culture

A successful sales culture provides a strategic advantage that is often underestimated. A successful sales culture produces ...

The Meaning of The Sales Experience

There are several truths about sales that we rarely acknowledge. The first is that, in sales, the competition isn't between ...
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What Is a Drip Campaign?

For a long time, prospecting was limited to cold calling. Sales managers who couldn't help their team improve their sales ...

3 Top SaaS Sales Training Tips to Help You Find the Right Program

In the world of B2B sales, SaaS is one of the largest and fastest-growing industries. Globally, the market is expected to ...

Inbound vs. Outbound Sales

In the way of full disclosure, I started a conference called Outbound. It was a reaction to seeing ads for HubSpot's Inbound ...

How to Use Customer Pain Points in the Sales Conversation

One of the worst things you might ask your prospective client in a first meeting is "What is your problem?" or "What are ...
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Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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