Month: September 2022
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How to Succeed in Sales Without Really Trying
The 1967 film “How to Succeed in Business Without Really Trying” is a satirical adaptation of a musical and book about climbing the corporate ladder through questionable ethics and office antics. It highlights the challenges and perceptions of sales, emphasizing the importance of integrity, customer focus, and ethical behavior. Success in sales requires practice, resilience…
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Keep Your Customers Close and Your Competitors Closer
The phrase “Keep your friends close; keep your enemies closer” highlights the importance of understanding competitors in outbound prospecting. Battlecards are essential tools for comparing products and services, allowing companies to strategically position themselves against competitors. They should be regularly updated using competitor information and third-party assessments. Informed sellers can better engage knowledgeable buyers, ensuring…
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The Do’s and Don’ts of Prospecting
Effective prospecting requires targeted, quality outreach rather than a “spray and pray” approach. Schedule dedicated prospecting time, maintain enthusiasm without being overly dramatic, and prepare for calls to ensure success. Understand the prospect’s needs, keep conversations brief, and always ask for the next step. Continuous learning and resilience are key, as sales can lead to…