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Getting to YES: Quarter-closing strategies

Another quarter comes to an end, and we all have one thing on our minds: closing sales. As we apply best practices to making these deals happen, there are often obstacles preventing us from getting a firm yes from our prospects. The sales cycle is rife with challenges, and we could all use a guide to help us turn those objections into opportunities to close. Asking ourselves about our prospects’ sales process and understanding their needs on a deeper level will help us get a “yes” with time to spare in the quarter.

November 6, 2014 10:00 AM PDT ENROLL NOW

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Finding prospects through social networks

We’ve heard over and over that location is key to selling, and for many of us, being in the right location at the right time has been important to our sales success. In today’s world, the same principle holds true. Yet that location now includes not only our physical location, but also our virtual location. And it’s already happening! Social selling is defined as engaging your prospects via social media.

November 19, 2014 10:00 AM PDT ENROLL NOW

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Social selling: Finding prospects online to engage them offline

“Location, location location.” For many of us, being in the right location at the right time has been a key component of our sales success. In today’s world, that location now includes not only our physical location, but also our virtual location. The entire concept of social selling has been born. Social selling is defined as engaging your prospects via social media.

VIEW ON SLIDESHARE VIEW ON YOUTUBE October 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Making the most of a crazy day

As a professional, our time is our scarcest, most precious resource. For those of us who manage our time and energy well, we will have more of both. Yet for those of us who manage time poorly, we will find ourselves struggling to get things done. Have you ever wondered why some people can get an incredible amount done in a short period of time, while others struggle to complete a single task?

VIEW ON SLIDESHARE VIEW ON YOUTUBE September 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Take control of when they’ll buy

Forecast accuracy is demanded of sales executives and sales leaders in all businesses. It is often an indication of the knowledge and skills of the sales professional. Yet forecast accuracy – correctly predicting others’ future behavior – is by definition problematic. A solid sales process and proactive pipeline management are critical to building credibility in your forecast and delivering on anticipated revenue month in and month out.

VIEW ON SLIDESHARE VIEW ON YOUTUBE August 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Handling objections

Most sales executives, who have stalled deals, wonder what closing skills they may need or tactics to close a deal sooner. A closed deal is the natural outcome of a well executed sales strategy. If you have done all the upfront work to differentiate and establish value, the customer will be moving forward with your solution. So why doesn’t every deal close in the time frame you would like?

VIEW SLIDES VIEW WMV June 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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The business of knowing your customer’s business: The key to selling value

As sales professionals in today’s competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company’s products and services, we need to also have business acumen and knowledge to be credible and relevant.

VIEW SLIDES VIEW WMV May 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Closing the gap: Your sales process and their buying process

There are many challenges facing sales professionals today. One of the largest is the fact that the buyer has changed. They are better informed and their expectations of sales professionals have changed. Often, the sales person is engaged only after the buying process has begun, rather than being involved throughout the process. Therefore, the sales person must have a complete understanding of the entire process – that which has begun without the sales professional and that which must still be completed to result in a purchase decision.

VIEW ON SLIDESHARE VIEW WMV April 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Qualifying prospects: A formula to success

Research tells us that sales professionals who effectively qualify opportunities are more successful than those who don’t. In an era where increasing pressure exists to deliver higher levels of performance, sales professionals are often challenged to effectively qualify and re-qualify the opportunities they are chasing. Every opportunity is unique; utilizing a consistent qualification process and criteria is critical for success in today’s business environment.

VIEW SLIDES VIEW WMV March 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Why should anyone listen to you?

Improve prospecting with a Credibility Introduction. Sales and marketing teams are “customer factories” for organizations. Their combined efforts need to open doors to new customers as quickly as possible. The rapid pace of today’s business, and the overwhelming demands placed on key decision makers make it extremely difficult to gain access and capture their attention. It takes structure and discipline in the form of a Credibility Introduction, a signature ValueSelling best practice.

VIEW SLIDES VIEW WMV February 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Territory management: Kick-start your year

Imagine starting on a journey through an unknown forest without the advantage of having a map, yet being responsible for navigating the forest to the other side as quickly and effectively as possible. Now apply that process to cultivating and managing your sales territory. During this one-hour complimentary webinar, Julie Thomas, President and CEO of ValueSelling Associates, will address the challenges of territory management, tips, techniques and processes ...

VIEW SLIDES VIEW WMV January 2014

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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Customer retention: Renewal best practices

Did you know that the time you spend on customer retention could be your most profitable activity? We all know that the cost of keeping a client is less than the cost of bringing in a new client. Even though we know this is true do we manage ourselves to make sure our growth potential and margins are protected?

VIEW SLIDES VIEW VIDEO October 2013

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  • Raymond James - Great time management tips for sales professionals in fact its is very much required for any business to have more productivity and efficiency. In fact, there are various tools and tips for better time management. Few of the apps that I used had been Harvest and Freshbooks though there had been issues such as downtime and speed that led me to switch to Replicon cloud based time management software which has been a completely hassle free and simple to use cloud based solution. This tool has been very beneficial and has increased productivity and efficiency for our entire business projects.
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