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Blog
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How Contrary Thinking Fuels Growth During Economic Downturns
- Posted by: Ruth Van Vierzen
- Category: Blog
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Sudden and dramatic change, while unsettling at first, can actually be an opportunity for creative thinking in business. Economic downturns can be a catalyst for examining new market opportunities, and taking an honest look at what’s working in your business, and what’s not.
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From Average to Superstar: How to Defy the Pareto Principle in Sales
- Posted by: Ruth Van Vierzen
- Category: Blog
When analyzing their sales data, many companies face the uncomfortable realization that the majority of their sales are being generated by a small percentage of their sales team. Like so many situations in business, the Pareto principle applies to sales in that 80% of sales are often generated by 20% of the team.
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Five Tips to Make Prospecting Easier
- Posted by: Ruth Van Vierzen
- Category: Blog
Prospecting is one of the sales tasks most avoided by sales people. But it’s also one of the most necessary to keep pipelines full, have new sales coming in, and avoid the risk of over-reliance on sales from repeat customers. Discover how to help your team shift into prospecting mode, instead of avoidance mode.
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SWOT Analysis for Sales: How to Benefit from this Simple Tool
- Posted by: Ruth Van Vierzen
- Category: Blog
SWOT analyses can be particularly effective in your sales organization. Done right, they generate productive brainstorming discussions that can drive decision making and next-step activity. They are also a great first step in developing a Strategic Sales Plan.
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Why SMB’s are Turning to Outsourced Sales Management to Grow Sales
- Posted by: Ruth Van Vierzen
- Category: Blog
Many small and medium businesses are turning to Part-Time Sales Management (PTSM) as a way to grow sales and reduce their sales management risk. Also known as Outsourced Sales Management, this solution is allowing SMB’s to increase sales at a fraction of the cost of a full-time sales manager.
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When a Coffee is More than Just a Coffee
- Posted by: Ruth Van Vierzen
- Category: Blog
Now, to be fair, it was a different receptionist at the front desk. But is it unfair to expect that the new receptionist should also offer customers a cup of coffee? Or perhaps the better question is, “Is it fair to paying customers that the introduction of a new staff person should mean an interruption in customer service?”
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Why E-Commerce Companies Struggle to Compete on Customer Service
- Posted by: Ruth Van Vierzen
- Category: Blog
The challenge for e-commerce businesses is the lack of face-to-face contact. Brick and mortar businesses have a big advantage in this area. Just by being in front of a customer, you can more easily address their concerns in real time and thus minimize their frustrations.
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Sacrificing One Customer Segment to Satisfy Another
- Posted by: Ruth Van Vierzen
- Category: Blog
There’s an important lesson in this for every business. When you introduce a change in order to attract a new customer segment, you must carefully consider if and how that change will impact your existing customer base.
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Why You Need a Tradeshow System
- Posted by: Ruth Van Vierzen
- Category: Blog
If not executed properly, trade shows can be a drain on your marketing budget with little to show for your efforts. Read on to learn how you can maximize your trade show return-on-investment (ROI) by increasing your traffic, leads and sales.
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How to Get Unstuck in Your Sales Process
- Posted by: Ruth Van Vierzen
- Category: Blog
In my latest guest post for SalesPOP!, I review the sales steps and provide self-assessment questions. These questions will help you determine what might be holding you back if you’re not achieving your sales goals.
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