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Prospecting

Getting to Customer Loyalty
Communication
1Comments

Creating Customer Loyalty

Creating customer loyalty? "Oh yes. I'm all about building relationships." Until I sell you something and then I'm off doing the next thing, and I forget about you completely, until

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Comfort-Level Awareness
B2B Sales Success
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Making Prospects Comfortable Enough to Buy from You

Last week, we talked about the entry-level awareness that's required before you can start selling to anyone. This week, we'll kick it up a notch. Let's discuss the type of

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How to Create Entry-Level Awareness
B2B Sales Success
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Creating Awareness: Do Your Best Prospects Know You’re Alive?

If there's one ability necessary to begin creating an environment in which the people best suited to doing business with you have an opportunity to do so, it's not bonding,

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Have to reach them?
B2B Sales Success
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Important Prospects You Need to Reach

Quick question for you today: What if there were prospects in your market whose attention you absolutely HAD to get, in order to make your business as successful as it

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Oars in the Water
B2B Sales Success
2Comments

Get an Oar in the Water

Very often in business we know just where we want to go. We know just what we need to do. We have the tools, resources, supplies and know-how. But if

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Predictable?
B2B Sales Success
0Comments

Are You Predictable in Business?

When I say the word "predictable." How does it make you feel? Is it a positive term or a negative term? Today I'd like to ask you a question about predictability,

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Worst Prospect
B2B Sales Success
6Comments

Worst Prospect Ever

If you've been in business for any length of time, you've run into your share of poor quality prospects. But who comes to mind when you think of your worst

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Prospecting is Not Cold Calling
B2B selling
2Comments

Prospecting is Not Cold Calling

Prospecting is not cold calling, and prospecting is not selling. When you realize that these are different functions, it allows you to treat them as such. Cold calling may be one

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Where do you go?
B2B Sales Success
0Comments

Where Do You Go to Get Clients?

Where do you go to get clients? Do you get them online? Do you rely on your local BNI group? Do you prospect through your local Chamber of Commerce? Do

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