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Tips & Trends

Don’t make these email prospecting mistakes!

Today's post comes from "Ken," one of my all-time favorite clients. Normal human beings (otherwise called prospects) would never put up with the sales behavior you'll see below. They'd delete Brian in a nanosecond. But Ken is curious as to how this seller will respond, so he continues the e-dialogue.


Closing the gap and opening doors between B2B sales and marketing teams

Sales and marketing teams don't always play well together. In fact, within many companies, there's a vast, often unspoken (although usually complained about) friction between the people who produce sales tools and the ones who use them to hunt down new business.


Social media and sales: It’s all about the relationship

As Jacquelyn Smith put it on, “An integral part of the sales process is getting to know your prospects and establishing relationships — and it turns out that social media can help you accomplish this quickly and easily.”


Close the deal by asking more questions

Most salespeople don’t ask enough questions. They make the mistake of talking at their prospects. They think they will beat them into submission so they won’t have to hear “No.”


Online tools schedule sales calls faster

Your time is money, so you want to schedule appointments with prospects as quickly as possible. Fortunately, some online tools help you avoid exchanging multiple email messages to find a date