Tips & Trends

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.

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.

As Jacquelyn Smith put it on Forbes.com, “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.”

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.”

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

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