Time Master

  “One cannot buy, rent or hire more time. The supply of time is totally inelastic. No matter how high the demand, the supply will not go up. There is no price for it. Time is totally perishable and cannot be stored. Yesterday’s time is gone forever, and will never come back. Time is always in short supply. There…

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Sales Activity KPI’s

  Conversations Talk Time Proposals Wins Bringing Opp to 90% Discovery Calls ROI Discussions Close Rate Contacts Added Calls Demo Completed 3+ Minute Conversations Meetings Scheduled Win Ratio Outbound Activity Opportunities Created Forecast vs. Wins Deal Size Activities Completed Consultations Proposals Sent Emails Sent First Meetings Assessment Completed Contacts Added Talk Time Pipeline vs Future Quarter Quota Events Sales…

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SWOT Analysis

  SWOT (which stands for Strengths, Weaknesses, Opportunities and Threats) analysis is a simple, straightforward method to visualize and discuss those four areas and can be applied to your company overall or a product or your sales team. Below are some questions you can start with. To get the most out of this analysis you must develop your own…

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Email Tips

Email remains as the most effective and economical communication method. Below are some of the tips you should keep in mind to maximize your emailing effectiveness: Subject line is the most important part of email. Using words like “update or “intro”  or “voicemail” (if applicable), have a nearly 90% chance of being opened. Short subject lines have better open…

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Customer Retention Techniques

  Peter Drucker said: “The purpose of a business is to gain and keep the customer”. Customer retention management is all about keeping the customer preferably for life. Some of the best practices of managing customer retention are: Do not accept a certain percentage of customer churn as normal or “cost of doing business” Create a system where early…

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Voice Mail Tips

  There is conflicting information on the effectiveness of voice mail in these highly technical and social network times we are living. However, since the telephone still commands an overwhelming presence in communications, we just can’t ignore voice mail as one of the weapons in sales person’s arsenal. Key is to use voice mail, once again, effectively. All voice…

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Effective Use of LinkedIn

  LinkedIn is a social network specifically designed for business professionals. It allows you to connect with colleagues, prospects and companies. Your presence on LinkedIn will improve your brand visibility and awareness among your prospects and customers. Some of the Benefits are: Connection with the customers. Build your network. Increased Exposure. Credibility Boost. Gain new business. Generate Leads. Connect…

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5 Common Sales Personalities

  While everyone has unique personality characteristics, psychologists like Carl Jung and David Keirsey identified that there are personality groups, or archetypes. Understanding these archetypes can help you to quickly identify the most effective ways to help your reps  succeed. In this post, I’m going to discuss some common personality types of inside sales reps. I’ll identify the strengths…

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Effective Time Management

  “One cannot buy, rent or hire more time. The supply of time is totally inelastic. No matter how high the demand, the supply will not go up. There is no price for it. Time is totally perishable and cannot be stored. Yesterday’s time is gone forever, and will never come back. Time is always in short supply. There…

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