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The Biggest Sales Call Mistake

It was the biggest sales call of her life and she blew it. Her material was correct and the presentation was flawless. Still, she violated the No. 1 rule of sales call etiquette. To make sure this doesn’t happen to you, make sure to read Bill Farquharson’s blog this week. ....

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A New Sales Focus

The success rate for a new sales hire is not great. Half don’t make it a year and 80% won’t see year three. There are a lot of reasons for that, but one is a focus on the wrong metrics. In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you a different idea. ....

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Communication and Follow-Up

“What makes you different?” was the question from a prospective customer. You can talk equipment and capabilities, or you can take Bill’s advice in this week’s Short Attention Span Sales Tip. ....

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But. Can't. Try.

Imagine a sales conversation where you are not allowed to use certain words under the penalty of a monetary fine. Well, on a recent Zoom call, one participant eliminated three words from her vocabulary. The result was an intriguing approach to sales and a lesson for us all. ....

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An Important LinkedIn Nuance

LinkedIn’s algorithms are closely-guarded secrets. They don’t want you to know how to get your post listed first. What they don’t hide are the rules to get a post punished. In this week’s blog, Bill Farquharson shares a key tip. ....

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