My Secret To Getting Prospect's Time & Attention 1
My Secret To Getting Prospect’s Time & Attention

My Secret To Getting Prospect’s Time & Attention

You finally got to speak to a prospect on the phone, or face-to-face at a trade show! Great! Within a few seconds after that, your prospect will make a snap decision to Ignore-you, Tolerate-you or Give-Undivided Attention. To get undivided attention, the prospect needs to have a strong sense, within those initial seconds, that you likely have the knowledge & expertise they need to solve their problem. Two important things for you to keep in mind as you visualize your…

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Peter Ekstrom - B2B Sales Prospecting - Tools and Tips from the Experts
Sales is an Adventure,… Hope you got a toolkit?

Sales is an Adventure,… Hope you got a toolkit?

Many years ago I started my sales career selling beer and bottled water. Back then, my company was a distributor for a competitor to Perrier called Ramlosa. Ramlosa was a mineral water imported from Sweden, and they hired tennis star Bjorn Borg to be their company spokesperson to promote the product in advertisements. One particular day I happened to walk down the street I used to frequent, and saw the ‘Grand Opening’ sign for the Walken’s Cafe. A big sign…

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3 Step Demo Sequence Prospects Products Example 2
3 Step Demo Sequence Prospects Products Example

3 Step Demo Sequence Prospects Products Example

You finally got to speak to a prospect on the phone, or a tradeshow! How do you start? Within few seconds, the prospect will make a snap decision to.. Ignore-you, Tolerate-you or Give-Undivided Attention. To get undivided attention, the prospect needs to have a strong sense, within those initial seconds, that you likely have the knowledge & expertise they need to solve their problem. Two important things for you to keep in mind as you visualize your pitch: The prospect…

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Key Factors for building a Successful Business Network on LinkedIn 4
Key Factors for building a Successful Business Network on LinkedIn

Key Factors for building a Successful Business Network on LinkedIn

Few Sales and Marketing professionals have been formally trained on how to network effectively in LinkedIn. If you are like most people and have “self-taught” yourself on LinkedIn, chances are pretty good that with some expert strategy + tactics, you can beat your existing performance by miles, and orders of magnitude! Rick Itzkowich, aka Rick – “The LinkedIn Guy” understands and practices networking. He is compressing 5 years of in-depth strategies + tactics What you will you learn by watching this…

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3 HUGE variables that impact Email Marketing ROI 5
3 HUGE variables that impact Email Marketing ROI

3 HUGE variables that impact Email Marketing ROI

Here are some lessons I learnt from conducting 500+ B2B email campaigns. There are 3 significant categories in the email marketing process, you must experiment and get right, to achieve a high CTR. Just by making minor tweak’s to these 3 categories, you will start seeing 2x better than average performance. Get it right and you should be able to see 5x better click and engagement rate. Here are those three categories you must experiment and tweak. 1. Your Email…

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70% of prospects prefer LinkedIn as their social media platform
300 Million Users Can’t Be Wrong: Using LinkedIn as a Lead Generation Tool

300 Million Users Can’t Be Wrong: Using LinkedIn as a Lead Generation Tool

Things have changed immensely in the last decade for buyers of professional services. There was a time not so long ago when the phone book was it. Buyers had few ways to research service providers. Short of knowing someone at a firm (or knowing someone who knows someone), or asking for references from the firm, buyers were often in the dark. Today, purchasers of B2B services have the advantage of social media, particularly LinkedIn. Research reveals that 70% of prospects…

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Why every Recruiter should have this Passive-Candidate Recruiting Tool

Why every Recruiter should have this Passive-Candidate Recruiting Tool

Recruiters strive to source and place more candidates in the least amount of time with minimum resources. But that remains an elusive goal for the majority, because the traditional ‘reactive sourcing’ strategy doesn’t allow them to accomplish as much as they would like. Experts suggest that in order to be successful you got to adopt the proactive sourcing strategy. It involves a lot of changes and challenges as well. You got to change the way you work, revisit your processes…

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