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Prospecting & Biz Dev Articles

8 Key Elements to Killer Sales and Marketing Emails that Win

Email is a critical tool in almost every profession today. Sales and marketing emails are one of, if not the most important touchpoint in the business world. 8 Key Elements to Making the Most of Your Email Opportunities. Subject Line Intrigue The Offer The Ask Overall...
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What Your Deal Strategy Must Include

Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. To most of us, finding and hooking the fish feels like the hardest part. The problem is,...
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Gap Selling in Practice: Aligning Decision Criteria During Discovery

Gap Selling Tip #3:    Concept: Ensuring decision criteria aligns with solving the problem you discover   Why?    “The point of (aligning decision criteria & what you learn in discovery) is not to confirm that your product/service can do the things...
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Tell Your Customer “No”! During Prospecting

Here's the deal. When you're prospecting, leads can be demanding, They will ask for a lot, but it doesn't mean you have to say yes every time.   Can you tell your customer or prospect no? You better.   When a prospect says; "Just send over a proposal," but...
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