Tag Archives: Doug Dvorak

How to Pack Some More Punch in Your Sales Presentations

Whenever economic slowdowns occur, the selling field will typically be impacted. This could mean that locating new prospects is somewhat more difficult and an organization’s sales goals could start to slip. In these scenarios getting the attention of potential clients … Continue reading

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How to Overcome the Price/Budget Objection

A Five Step Process to Add Value and Never Compete on Price Again For those who are in the selling profession, one of the first things learned is the art of overcoming sales objections. It is one of the toughest … Continue reading

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Five Invaluable Laws of Sales Growth

Finding success in today’s sales market is heavily dependent on achieving growth within the industry. You will always want to be setting new sales related growth goals for your  company and working to meet those goals whenever you can. However, … Continue reading

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How Full is Your Sales Funnel?

Being successful in today’s sales world is all about the sales funnel. You should always have a thriving sales funnel that is constantly growing and developing. However, there are times when your sales funnel can get full, and if it … Continue reading

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Crucial Conversations in Selling – A Five Step Process for Talking When the Stakes are High

In today’s sales market the current economy has turned many common selling interactions into high stakes situations, where there can be a lot on the line. These situations can be stressful even for the most experienced sales professionals. However, this … Continue reading

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Five Invaluable Laws of Sales Growth

Finding success in today’s sales market is heavily dependent on achieving growth within the industry. You will always want to be setting new sales related growth goals for your company and working to meet those goals whenever you can. However, … Continue reading

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How to Develop and Instill a Structured Follow up Process for Sales Accountability

A sales representative that has built a client base that purchased their service or product should realize the importance of future sales coming from this core group. In many instances, this is accomplished with follow up procedures and enhanced communication … Continue reading

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Sales Training: How to Design and Sell a Value-Based Solution

In today’s highly competitive marketplace, sales professionals have to work harder than ever to maintain their current level of sales and income. However, there are many techniques for sales personnel to effectively forge ahead and enjoy success that are often … Continue reading

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How to Add Value to the Business Development Process

When developing a business plan or strategy, the most important aspect is acquiring new customers. Every company will require an effective sales organization and top sales managers in order to be successful. It’s essential to put together a sales team … Continue reading

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7 myths of sales management and how to correct them

Successful selling involves busting those myths that are counter-productive and focusing on those that lead to greater productivity. Here is a look at 7 myths of sales management and how to correct them.   Myth#1 Managers are meant to take … Continue reading

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