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You Are How You Meet

When it comes to making a good first impression, there’s a reason why you avoid making them over the phone. Maybe it’s because, over time, you’ve learned the building blocks of establishing critical relationships—how you dress, body language, and your ability to focus on the other person—are all predominantly visual. These go out the window if the person on the …

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How to Maximize Sales Impact by Cutting Up to 65% of Wasted Selling Time

There are two pressure systems facing sales leaders today: Pressure from the C-Suite and pressure from customers to maximize their sales impact and drive revenue gains. When talking to CEOs every day, the top complaints I hear is that sales teams aren’t hitting their number and the cost per sale is too high. Inside our organization at PGi, we’ve reduced …

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3 Ways Your Kid is a Better Sales Rep Than You—Proven, Virtual Communication Strategies

Why? My 6 year old son asks me this question at least 10 times a day—and his endless curiosity has led me to believe that sales people win when they use the same elementary approach to closing deals. So take out your pencils and jot down some notes—here are 3 communication strategies for becoming a better sales rep: 1. The …

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Welcome to Cloud Collaboration Technology – We’ve Been Expecting You.

Last week I described the typical, nightmarish scenario that characterizes many sales calls. In the introduction, I mentioned a real-life conference call I had with a prospect when I heard the following comment: “I had no idea someone had brought this type of technology to the cloud – it’s about time.” And you know what? It is about time. Have you …

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7 Ways to Win with Face-to-Face Results, Without the Cost

It’s possible to get your inside sales team to the level of an outside sales team. But not with your technology. And not with your existing sales processes. Many organizations have responded to pressure from the C-Suite by re-organizing with an inside sales model. However, these organizations struggle to build trust and close sales because their reps aren’t face-to-face with …

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Deliver a Rich Customer Experience to Increase Revenue and Customer Loyalty

This last Sunday, Seth Godin blogged: “It’s easier to love a brand when a brand loves you back.” I couldn’t agree more. It’s never been more important to cultivate genuine customer relationships. Over 63% of buyers chose helpfulness and knowledge when selecting a vendor. With the right building blocks, an introductory meeting can turn a prospect into a loyal customer—but …

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Tech Back Your Sales Results: An IT Checklist for Online Meetings

I doubt technology is one of the things that keeps you up at night. But it’s very possible that it should be. I talk to CEOs from different companies every day, and hands down, their top two biggest complaints are: Their sale teams aren’t meeting their targets. Their cost per sale is too high. Sound familiar? Ever since the down …

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New Research: Dress to Be Confident and Creative at Work

Have you taken your prospecting to an entirely new level with video? Video is the new sales tool you can’t do without, and was the topic for my video webinar with inside sales expert Josiane Feigon of Telesmart last month. This month we shared ways you can put your prospecting on steroids with video. It’s amazing how much impact video can have …

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The Future of Your SMB

Want your SMB to be the next Amazon or Facebook? Time to jump on the cloud computing wagon. You may not be a technology provider, but that doesn’t mean you can’t set your sales on gallop by harnessing the full competitive advantage of these new, innovative tools for your business. Cloud computing not only changes what we expect from our …

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Is Poor Technology Keeping You From Hitting Your Numbers?

Most salespeople think about meetings in terms of purpose, frequency and pipeline. But there’s one critical areas that most sales professionals overlook, and it’s often the area that’s most tied to revenue. Here are the typical sales questions when it comes to meetings: 1) What’s the purpose of the call? Is it an explorational first meeting? A product demo? Or …

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