Archive for category Business Strategy

12 1/2 questions to ask your customers to get more business

By Don F Perkins Search Google for “Sales Tips and Tricks” and you will get a whopping 36,800,000 hits. None of us wants to work any harder than we have to in order to get ahead right? But you have to wonder: Is this fast food mentality toward trying to get more business really the […]

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How to Handle Not Interested Objections in Sales

By Don F Perkins How to Handle “Not Interested” Objections I was prospecting for new business leads with my usual loosely organized script last week. It’s a tried and true recipe for getting into conversations and blowing away my number, but lately I had reached…  somewhat of a plateau. Oh, I was still getting more […]

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Are You Doing Everything You Can To Maximize Sales From Your Reps?

So you’ve hired some hot shot sales reps, but are they fully equipped to maximize your investment in them? Here are eight things to think about to ensure top performance of your fun squad: 1. Does your compensation structure encourage the behaviors you want (not just the outcomes?) For example, does it include a focus on strategic goals […]

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Buyers Want To Be Inspired – Trends in Sales & Marketing Part 2 of 3

Trish and Matt Bertuzzi share their perspectives on what buyers want and how to prepare sales reps to provide that. share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on fark Share on FriendFeed Share on Linkedin Share on Posterous share via Reddit Share with Stumblers Share on technorati Tweet about […]

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What’s Shaking – Trends in Sales and Marketing – Part 1 of 3

Listen to these great insights! This is part 1 of a 3 part interview with Matt and Trish Bertuzzi – Bridge Group Inc. a leading inside sales consultancy in the Boston area. share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on fark Share on FriendFeed Share on Linkedin Share on […]

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Don’t Be A Robot – Chris Brogan On Cog Behavior in Business

By Don F Perkins share: Blog this! Bookmark on Delicious Digg this post Recommend on Facebook Share on fark Share on FriendFeed Share on Linkedin Share on Posterous share via Reddit Share with Stumblers Share on technorati Tweet about it Share on xing Subscribe to the comments on this post

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12 Healthy Sales Habits Your Customers Are Going To Love

Did you ever notice that no matter how bad things get, some businesses thrive while others tank? There’s a reason for that. The little things really do matter! Here are some of the best habits you can practice that will set you apart and make your customers love you no matter what the economy is […]

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Before You Join Another Network Community…

Some things to think about before you join another network community: Also- check out my STA Triberr Community of Sales, Marketing and Management Professionals. These are the best of the best folks. Alen Majer Anthony Iannarino Dan Waldschmidt Gary Hart Jill Konrath Jim Keenan Kelly McCormick Kelly Riggs Kelley Robertson Lori Richardson Marci J Reynolds […]

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The Cold Calling Debate Rages On – Is Cold Calling Dead?

Right Attitude, Wrong Question On just about every sales related group on Linkedin, the Focus Expert Network, Quora and Namesake I have seen the question: “Is Cold Calling Dead?” Of course the answers range from hell yes, to hell no and everywhere in between. Unfortunately, this question does not take into consideration the most important […]

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Make Innovation a Habit

Improvement By Degrees I was watching the shortest Ted Talk ever the other day. It was Terry Moore’s 3 minute “How to Tie Your Shoes.” At age 50, he found out how to tie his shoes in such a way that the laces do not come loose. (It really works!) Since I watched this, every […]

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