Upselling made easy

Upselling is the art of persuading a customer to buy a product that is an upgraded version of the one they are considering. Because an upgraded product is often better in terms of features and/or benefits, it is therefore often

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Why outsourcing makes sense for small businesses

Outsourcing makes a lot of sense for businesses that are experiencing growth yet want to keep costs down. In Deloitte’s 2016 global outsourcing survey they found that the key motivation for business to outsource remains cost-cutting. However, this is not

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Win over clients and secure new deals

When it comes to sales performance and securing new deals, there are a certain number of things your sales team can implement to boost sales. Often it is the small things that we forget about that hinders sales performance. Let’s

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Gmail productivity hacks and tips for sales reps

Having a good grasp on the comings and goings of your inbox is essential if you want to be a productive sales rep. We have so much great technology at our fingertips yet most of us are not utilizing its

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The what, where and how of a value proposition

Telling people that you and your products are the best simply isn’t enough to convince companies to buy what you’re selling. You most likely have competitors that provide similar products and benefits as you do. You need to find a

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B2B buyer personas – what are they and why do they matter?

Every company has a specific audience in mind that they would like to cater to. This target audience is filled with individuals and companies who they believe will be most interested in what they have to offer. In order to

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The power of storytelling within sales

“A good salesperson knows how to talk; a great salesperson knows how to tell a story.” – Rivka Willick, story coach and writer   Conveying events through the art of storytelling is a technique as old as time itself and

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7 motivational TED Talks for sales professionals

There comes a time in any sales manager or field sales rep’s career where you might be feeling like you’re stuck in a sales rut. If you’re looking for some inspiration look no further than TED Talks. TED (technology, entertainment,

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10 great books for sales reps and sales managers

To achieve success in any industry, you need to further your knowledge continuously and be up to scratch on the latest techniques and processes. This also applies to sales reps and sales managers in particular. Even if you’re busy, taking

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Persuasive sales talk guaranteed to win over customers

What you say while presenting your electronic product catalogue can either positively or negatively influence what your customer orders and how they perceive your products. While showing off what you have to offer, use these persuasive tips to ensure your

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