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Prospecting & Biz Dev Articles

Social Selling – How To Use LinkedIn Properly

Last week we talked about why it’s vital to not use LinkedIn as a cold selling platform. A bunch of you didn’t agree and wanted more on the right way to use LinkedIn and social selling to further your sales. So, here you go.   If you want to use LinkedIn as...
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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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