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Efficient and effective onboarding is the key to shaping a promising new hire into a productive member of your sales team. Yet, some sales managers fail to onboard new sales reps effectively, leaving it as a mere formality or even as an inconvenience to get through as soon as possible. Others try to overload a […]

What do you do to get pumped up? Sometimes there’s a sales call you’re dreading to make, or it’s a rainy day and your energy levels are low. Or maybe you’ve had a bad month and are feeling down about your situation. Whatever it is, it’s hard to make sales unless your energy is up […]

What is ROI? According to Wikipedia, return on investment (ROI) is “the benefit to the investor resulting from an investment of some resource. A high ROI means the investment gains compare favorably to investment cost.” It’s a performance measure that can be calculated by dividing the benefit buy the cost. This leads to a powerful question. How would you KNOW that […]

Prospect Prospecting is one of the most important aspects of social selling (and traditional selling). You need to use social media to ask qualifying questions and keep refining your prospect list to help you avoid wasting time calling on people who are unlikely to do business with you. To win with social selling, you need to […]

Q. What types of products and services are most suitable for social media selling? Is it effective for B2B selling? A. All products and services because 89% of purchases start with an online search. That includes 75% for B2B. Q. How can we use social media to sell services to businesses that have multiple stakeholders? A. […]

There’s never been a better time to be in sales. In this era of social media, social selling is the evolution of sales. Buyers are always connected and constantly on social media, learning more about your company and competitors. Social media has changed the buying process and as a result, the selling process. Benefits of […]

Is your tablet full of ebooks and samples that you haven’t gotten around to reading yet? If you’re like me, between work commitments during the week and family outings on the weekend, it’s almost impossible to find time to read. The best times for me to catch up on reading seem to be when our little […]

There’s never been a better time to be in sales. In this era of social media, social selling is the evolution of sales. Buyers are always connected and constantly on social media, learning more about your company and competitors. Social media has changed the buying process and as a result, the selling process. What Exactly […]

It’s so important to have a positive attitude because a negative attitude becomes a self-fulfilling prophecy. Follow these five short sales tips to convert more leads into sales. This sales article about relationship fundamentals includes short sales tips from my newly-released book ‘The SOHO Solution: 21 Selling Strategies For Growing Your Small Business’. STRATEGY 1: […]

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