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4 Things Prospects Don’t Want You to Know

What comes to mind when you visualize the prospecting process? You might see a funnel with prospects going into the wide end and new accounts emerging one by one from the small end. That’s the typical...

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Pop Quiz

Does this scenario sound familiar? “She’s not in. Can I put you into her voicemail?” Imagine you’re calling manufacturers, prospecting for new sales opportunities. You ask to speak with the person in...

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Empowering People to Want to Switch Brands

A number of psychological experiments have shown that buyers who felt empowered were more willing to change brands or switch vendors. The post Empowering People to Want to Switch Brands appeared first...

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4 Steps to Great Rapport

Building rapport is an essential part of selling. It’s not just about warming someone up before a sales pitch, but actually the ground that supports any good relationship. If you don’t have a working...

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