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The real meaning of no in sales

Every day in telephone prospecting, we hear our contacts use several forms of the word no.  But when do you take “no” for “no,” and when might it mean something else?

Best of ColoradoBiz: Got presence?

DeNiro's got it. So does Streep. Keanu Reeves? Never had it. What is "it?" Presence. If you're alive and taking up space, you have presence, too. It's simply a matter of degree.

Four numbers that equal success

In our business lives, the start of a new fiscal year causes us to look ahead to what we want to accomplish. But I don’t believe you have to wait until Jan. 1 to set resolutions that will change your personal or professional path.

The trust factor in sales

If you want your customer’s trust, you have it earn it. You have to build it. You have to work to consistently keep it. Trust is built over time. It can be lost in seconds. Trust is the single biggest motivator of buyer behavior.

Strength in sales

People do business, not social media pages. Don’t get me wrong: I sincerely believe that social media has a great place in any marketing campaign. But I work on sales. And even though I’m not pushing a sale each time I pick up the phone, I am hunting for the next great relationship.

Five tips for marketing automation mastery

In my more than 20 years in marketing, I’ve seen many companies implement intricate, elegant, dynamic marketing platforms aimed at touching their customers with a total disregard for proper planning, process, metrics, cadence and content.

Beyond the cold call

Have your salespeople made a prospecting phone call whose central message sounded something like this? "We’ve helped our clients to deliver (so-and-so benefit) with our (Such-and-Such brand product/service), which has (so-and so feature).

Creating a powerful call list

Happens all the time: The sales manager comes in fuming because leads aren’t filling your company’s pipeline. Your teleprospecting team blames the lack of leads on the quality of your list.

Tracking customer loyalty to resort towns

Resort and tourism managers hope most visitors will have positive, memorable experiences so their word-of-mouth or sharable reviews on TripAdvisor or Yelp draw the next wave of customers.

Good habits close more sales

Top performers constantly learn new skills and pertinent knowledge. They apply this in a consistent search to optimize performance. They constantly seek to test new approaches and ideas. They are always improving through trial and error. They prepare for every call and meeting.

An interview with Alice the gatekeeper

In my last article, I talked a little about Alice the Gatekeeper.  Alice and her colleagues throughout the business world are tasked with making sure you and I, as teleprospectors, don’t get put through to waste their bosses’ valuable time on our sales pitches.

The futurist: Blueprint for a Makers District

The demise of local retail stores has been painful to watch. Empty storefronts and weed-infested parking lots are gut-wrenching symbols of community decay. So if I told you there was an immediate way to turn this around, would that catch your attention?
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