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What can a sales team do for my info-marketing business?
HubSpot’s “2013 State of Inbound Marketing” reports the average cost for an outbound lead is $346; for inbound marketing, the average cost per lead is $135. A Forrester Research study found that...
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3 Tips to Sell More Effectively to a Sophisticated Market
Although Arthur Miller was referring to a particular salesman, we believe we are seeing the “death” of professional salesmanship as we’ve known it. People have grown tired of the door-knocking and the...
View ArticleSimultaneously Increase Profit-per-Transaction AND Customer Satisfaction
Believe it or not, but raising your prices is in your clients’ best interests.You are making higher profit margins and your customer is getting better results = WIN-WIN You would think that increasing...
View ArticleHow does the Sales Team do what they do?
We train our sales teams to take leads through a four-step process: Engage, Educate, Qualify, Close. As mentioned before, we always have at least two people on a team: our Appointment Setter and our...
View ArticleHow do you initiate this sales process?
We like to describe it as taking a passive prospect and waking them up! Generally your leads have downloaded a report, but they haven’t read it; they’ve registered for a webinar, but they haven’t...
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Sample Sales Surveys
One of my favorite (and most effective) methods of prospecting new or past clients in a casual manner that feels good for both parties is through a Sales Survey. I just led a team retreat where we...
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