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How to use video to help you sell more and why broadcast quality doesn’t matter

It’s greatly a B2B thing and I understand some of you will disagree, but it doesn’t matter if the production of a product or service demonstration video isn’t broadcast quality. What matters is you show prospective and existing customers how...

Why your business needs an annual sales plan

Jumping to the point of this post: If you can’t see the way to hitting your sales target this coming year, at best, you’re relying on luck to reach the level of revenue your company requires to sustain and grow...

How to Prepare for a Sales Meeting

All sales opportunities have a meeting with a prospective buyer where the sale is effectively won or lost. Good planning and preparation before this meeting goes a long way to having a productive interaction and wining the sale. Here are...

EXAMPLE: An email invitation with a missing benefit

I recently received an email invitation to a virtual direct marketing conference. What’s so special about that? Nothing. And that’s the point of this post. The invitation told me I’d have the opportunity to schmooze with 2000+ peers from a...

Be sure you understand the driving mechanism in every sales opportunity

More on creating and managing an accurate sales forecast: be sure you understand the driving mechanism in each opportunity. A driving mechanism is the thing driving a decision maker to make a purchase decision in a given time-frame. Without it,...

Help me choose a CRM solution

UPDATE: This is a repost of an earlier blog looking for CRM recommendations. I’m reposting to see if any new solutions should be on my radar. ======= I’d like your help selecting a CRM solution to promote to my clients...

Desktop Reference: B2B Blogging

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How to create and manage an accurate sales forecast

Sales forecasts are important to a business for many reasons — chief among them is foretelling cash flow to allow efficient money management. While forecasts are understood as a tool to manage sales staff, they’re often misunderstood by sales teams...

Lessons from Evernote on how to leverage your company blog to sell more — faster

One of the best things you can do to promote your business is help prospective and existing clients better understand how to use and get more out of the products and services you sell them. Along the lines of a...

B2B Sales Coach

A good amount of work I do with clients is providing expert advice to B2B sales professionals, revenue managers, and sales leaders to help open, qualify, advance, and close more sales opportunities — sales coaching. This 1:1 service is proven...