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Learning in Layers
For everyone, everywhere As a coach and trainer, I find that educating adults happens in layers. And the more practice and integration of the material, the more mastery the learner gains. No...
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Similarities
Similarities For Sales Professionals everywhere As a sales trainer, I am often looking for openings – places that need to be filled, patterns crying out for recognition. When I look at what happens...
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‘Decide Between’ versus ‘Choose Among’
For sales professionals, everywhere. I wrote a blog about “Cultivating Confusion” that addressed how salespeople, with the very best intentions, throw too much information at the prospect. They...
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Customers Don’t Know What They Want
For sales professionals, everywhere Customers Don’t Know What They Want… Really? Is that accurate? I hear that a lot from salespeople who are not closing the sale or finding the right solution for the...
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Raise the Standards…..
For sales managers, everywhere …not the Goals. I know. It seems weird, right? When I look at the top producing teams I work with, it starts with the top. Ownership has standards that need to be met...
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High Impact Actions
For sales leaders, everywhere Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are...
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Part 5 of 20: HubSpot Sales Statistics…With Secret Sauce Added
5. Personalized emails have higher open rates Sales enablement statistics show us that people are more likely to associate vague, impersonal emails with spam. Personalizing the subject line or...
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Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added
6. 44% of salespeople give up after one follow-up Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent...
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Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added
7. 80% of sales need at least 5 follow-up calls after a meeting As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take...
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Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added
19. Retaining current customers is 6–7 cheaper than acquiring new ones It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current...
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