Sales Training Center
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How To Conduct A Formal Account Review
Obtaining continual feedback against a set of established criteria is vital if an organisation is to retain its existing top clients and seek to improve its standing and the quality ...
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Use the Right News 2.0 Tools to Stay on Top of Your Industry
In today’s information-rich world, there’s no excuse for not staying current with the goings-on in your field, whether it’s real estate, technology or Web marketing. But while every industry and industry ...
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You're Falling Short. Now - What do You Do About It?
Only 20% of all sales people are top performers, which means that they regularly close at least half of their qualified prospects. At the other end of the spectrum, about 20% ...
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How to Increase Sales in a Slow Economy
Not long ago, a client of mine asked me how he could identify a successful sales person, and what kinds of sales people he should try to avoid. This question has ...
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What is KPI?
A Key Performance Indicator (KPI) is neither a Goal, nor a Key Result Area (KRA), nor a Target, nor a Result nor a Critical Success Factor. And yet these terms are ...
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Priorities vs. Goals- What's the Difference?
h2. Definition: Priorities: What is most important and meaningful in your life today (activities, values, beliefs, lifestyle, principles, standards, hobbies, integrity, etc.) that you are not willing to compromise or sacrifice ...
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Goals, Planning and Real Change
How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the ...
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Moving Sales Out of the Dark Ages
There was a time when marketing and advertising were viewed as seat of the pants processes, based on gut feeling, hope, and simply looking at the overall results to determine whether ...
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Goals, Planning and Real Change
How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the ...
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When Is a Close a Close?
Riddle: Four frogs are sitting on a log. Two decide to jump off. How many are left on the log? Answer: Four, because deciding to do something is not the same ...