Sales Effectiveness

Four Leadership Failures that Cause Employees to Quit

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April 9, 2018
Four Leadership Failures that Cause Employees to Quit

Tweet Multiple studies have shown that employees are more likely to jump ship when they lack a strong, positive relationship with their managers. Here are four common ways leaders often fail which can cause employees to jump ship. Micromanaging employees. Employees are initially hired based on their work experience and skills, yet many managers micromanage...
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Every Day Should Be National Employee Appreciation Day

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March 6, 2018
Every Day Should Be National Employee Appreciation Day

Tweet Each first Friday in March is Employee Appreciation Day. While not all companies observe it, some reserve it as an official day on which to honor and celebrate their employees. Whether on the official day or any other, here are four reasons to show employees appreciation. Appreciation matters as much as money to...
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Two Tactics to Improve Customer Engagement Levels

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January 16, 2018
Two Tactics to Improve Customer Engagement Levels

Tweet Customer engagement encompasses all of the experiences and touchpoints a customer has with an organization’s products, services and employees. Forbes recently published its latest list of the top 50 Most Engaged Companies. These organizations offer consistent experiences, perform customer data analyses and design their teams in a matter that enables employees to prioritize the customer. Think...
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Four Reasons to Use Testimonials in Sales

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November 27, 2017
Four Reasons to Use Testimonials in Sales

Tweet Today, 92% of consumers incorporate product and service reviews into their online purchase decision1. Positive reviews are a critical component of an organization’s branding and marketing strategies because they instill trust and loyalty. Since third party reviews are so very effective, it’s difficult to imagine why many sales people don’t leverage them when...
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Negotiations—Four Steps for Smooth Selling

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February 23, 2017
Negotiations—Four Steps for Smooth Selling

Tweet Whenever stakes are high—as with negotiating, fear and anxiety tend to dominant our minds.  Instead of fearing negotiations, approach them with the same process and perspectives as those who have mastered the art of the deal.  Here is how. Define a win-win strategy.  Sales professionals sometimes refer to an upcoming pitch as, ‘Going...
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Three Stellar Service Steps from Sailing the Seas

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July 14, 2016
Three Stellar Service Steps from Sailing the Seas

Tweet Despite dozens of deranged cruise ship stories—from crashing into a giant rock to dozens of onboard illnesses, millions of Americans continue to cruise.  In fact, the number of passengers carried by the cruise industry has grown year-on-year and is expected to exceed 24 million in 2018.  If you’ve cruised before, you most likely have...
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5 Steps to Simplify the Solution and Seal the Deal

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November 27, 2015
5 Steps to Simplify the Solution and Seal the Deal

Tweet Here are five steps to make it easy for prospects to buy your product or service. Know thy customer.  Instead of rattling off all of your product’s or services’ bells and whistles, pare down the perks that pertain to the prospect’s situation.  Dale Carnegie’s 8th Human Relations principle is to, ‘Talk in terms...
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Top Sales Professionals Traits to Emulate

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June 18, 2015
Top Sales Professionals Traits to Emulate

Tweet Henry Ford famously said, “Nothing happens until someone sells something.” He was referring to the sales engine required to drive sales of Ford’s vehicles, however the same mantra can be said for every product and service.  New research from Steve W. Martin, the founder of Heavy Hitter Sales, reveals what differentiates the heavy...
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