Category Archives: Sales

Growing Revenue Without Increasing Headcount

Conventional wisdom says that to grow a business means spending more on marketing (to generate more leads) and hiring more sales people (to close more deals). But what if we can increase revenues without hiring more people? What if we … Continue reading

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Building Your Sales Process

At some point even the most seasoned sales managers realize the need to write down how to sell properly. Perhaps they just can’t get their new sales people to come up to speed fast enough or (more commonly) they’re tired of putting together monthly … Continue reading

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Just What Is SALES 2.0?

Sales 2.0 is all about breaking down the walls between marketing and sales. It is about using customer-focused methodologies along with product-enhancing technology. It’s about working with customers who are more informed than ever and turned off by old-school selling.    … Continue reading

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New B2B Marketing/Sales Trends

To survive this difficult business environment, businesses cannot continue doing what they’ve always done in the past. Marketing and sales are now being forced to ‘do more with less’ due to reduced staffing and budget cuts. Here are some of … Continue reading

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Sales Closing Techniques – Do They Still Work?

Ask any good salesperson whether they still use traditional ‘closing techniques’ and you’ll get a wide range of answers. There certainly are a lot of sales trainers who promote learning a myriad of closing strategies but obviously just knowing closing strategies is not going … Continue reading

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Outsourced Telesales

I recently attended a seminar on outsourcing telesales by Sridhar Ramanathan from the Aventi Group that I thought was very interesting. Many of us are familiar with the term ‘telemarketers’ which describes those annoying people who call trying to sell us something we don’t … Continue reading

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‘Marketing’ is not ‘Sales’

So many times I hear small business owners speak of ‘marketing and sales’ as if they are the same thing. Apparently for some people anything not directly related to making the product is lumped under the category of  ‘marketing and sales’. … Continue reading

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