Strategic account management

Strategic account management

[caption id="attachment_323179" align="alignright" width="200"] Sales[/caption] Expanding business with existing customers is the most successful and cost-effective way to grow revenue ...
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The art of prospecting

The art of prospecting

When I was in high school, Peter and Kitty Carruthers, a brother and sister figure skating team, wanted to compete in the Winter Olympics. Their schedule involved getting up at 4:30 a.m. ...
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The No. 1 reason we lose vital accounts

The No. 1 reason we lose vital accounts

Nicole was just hired by XYZ Co. as its new vice president of sales. She was brought on at a time when XYZ had one of its longest growth runs ever. But she sensed that that run had, ...
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How to get to ‘yes’ faster

How to get to ‘yes’ faster

The process of influencing a prospect to eventually make a decision to buy from you is called framing. You want everything you do in the sales process to “frame” your service in ...
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Reconnaissance selling

Reconnaissance selling

As a trainer, I’ve learned that sales professionals want to have a competitive edge. They want to help their clients succeed, and faster, but aren’t quite sure what to do ...
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Is traditional retail on life support?

Is traditional retail on life support?

When I entered into the world of retailing in the late 1960s, Thanksgiving was a day of rest. It was the day when the visual merchandising gremlins transformed the store overnight into a ...
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Gitomer: The BIG why

Gitomer: The BIG why

...and your excuse for not doing it
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What’s your type?

What’s your type?

Mine is 'sales successful'
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Gitomer: What is the key that unlocks the sale?

Gitomer: What is the key that unlocks the sale?

Harmonize with the buyer
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Gitomer: The proposal and the sale are miles apart

Gitomer: The proposal and the sale are miles apart

Close the sale first
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