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Tips & Trends

3 keys to building trust quickly

Now, more than ever before, prospects already know a lot about your products (and your competitors’) before you talk to them for the first time. It’s changing the landscape, and the approach of sales professionals.

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Tired of talking to voice mail?

Even the best B2B salespeople will tell you that most of their efforts to reach prospects and customers end in failure. Business today moves at warp speed, and busy decision makers often ignore all but the most urgent calls and emails. “I can’t believe how much time I waste every day talking to voice mail” is a nearly universal complaint.

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A drinking game you should play at work

Want a sure-fire strategy to ensure that you’re doing all you can to connect with potential decision makers? Try the Factor 8 Drinking Game and cut the jargon that’s getting in your way!

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7 paradoxical sales principles

When people feel like they're being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not on making a sale.

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App identifies nearby business contacts

The Internet has done wonders for helping professionals find and network with each other. Tools like ZoomInfo make it easier than ever to find prospects and get hard-to-find details. New mobile technology plays a similar role. An app called “CanWeNetwork”

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