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3 Ways to Handle: “I Don’t Have Time for the Presentation”

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR I’ve got another meeting in 10 minutes, OR “How long will this take?” OR What to do? First, understan...

Published: Sep 15th, 2020

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16 Most Common Leadership Styles (& How to Find Your Own)

16 Most Common Leadership Styles (& How to Find Your Own)  ~ follow the link for original article from JayMistry.net   Are you using the best leadership style available for you and your team? Learn the most common leadership styles, along with examples, pros, cons, and a phrase ea...

Published: Sep 9th, 2020

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3 Keys to Dealing with Difficult Prospects

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours i...

Published: Aug 12th, 2020

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People Move Companies - Here’s Our Step-By-Step Process to Find Past Clients and Sign Them Again

This content has been provided by OutboundView- see the original post and contact them here. The Best Inbound Lead You’ll Receive How it usually plays out. An inbound lead comes in. You send them an email to schedule a time to meet. Do a little prep to figure out who you are ta...

Published: Aug 5th, 2020

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Getting Buy-In Before Discussing Price

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. There are certain steps you must follow to ensure that when you do get to the pricing/budget part of your close, you’ll b...

Published: Jul 28th, 2020

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Use This Email for Missed Sales

You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…” OR “We’re going to pass on this right now…” What do you do? First of all, realize that you can’t win them all—at least not now. B...

Published: Jul 21st, 2020

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A Reminder to Isolate the Objection

Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it… I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because...

Published: Jul 7th, 2020

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5 Prospecting Mistakes You Need to Start Avoiding Right Now

The prospecting stage bottlenecks the entirety of your sales process. While discovery is possibly the most critical step once you’ve engaged with prospects, prospecting isn't an easy task.  Today, roughly 58% of buyers say their sales meetings aren’t valuable. This is partly because...

Published: Jul 6th, 2020

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Coronavirus: Guidance for Better Mental Health

This content has been provided by Boris MacKey | Rehab 4 Addiction as a complimentary resource for the Inside/Digital Sales Community in this difficult time.    During the COVID-19 pandemic, there will be a lot of information about the virus and its effects on mental health. That&rsqu...

Published: Jun 26th, 2020

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New Email Messaging for Covid-19

One of the ways you stay ahead of your competition is to stop sounding like them. I don't know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…” This was an appropriate sentiment three months ago...

Published: Jun 23rd, 2020

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How to Handle the Email: “We’re Going to Hold Off for Now”

When following up with a prospect after delivering a presentation, does this kind of email sound familiar? “Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR may...

Published: Jun 16th, 2020

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Frequently Asked Questions: Responding to COVID-19 in the Workplace

We understand that there is a significant amount of information derived from a variety of sources. The HUB team has developed this comprehensive FAQ in an effort to consolidate the various questions and answers into one document. Some of these questions you may recognize from federal ...

Published: Jun 15th, 2020

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1-800-604-7085 x 130
American Association of
Inside Sales Professionals
1593 112th Court W.
Inver Grove Heights, MN 55077