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Blog

Julie Thomas

Recent Posts

The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket

Salespeople are hunters. We go after the big opportunity and land the sale. Sure, this hard work yields success, but winning new business is only one part of the equation. What are you doing to..

How to Identify High-Potential Opportunities – Qualification – event or process?

Typically, there are several main reasons a deal stalls. A would-be buyer fails to see how your solution solves their biggest business issue. You haven’t drawn a significant distinction between..

Take Advantage of the Summer Slump

July is prime vacation season for those living in the northern hemisphere. Days are longer, and life feels lighter. Prospects also tend to turn on the Out of Office auto-response on email and..

3 Ways to Talk Up Value in Your Sales Calls

Setting yourself apart from your competitors should be one of the first things you do regardless of what you are selling. People always want to know how you’re different, especially if you charge..

Popping the Question to Get Prospects to Say ‘Yes!’

At some point, every courtship reaches a pivotal moment. All that investment in getting to know one another boils down to one question: Are you ready to commit?

Improving Your Odds for Critical Accounts

Are you spread too thin these days, working through leads from two broad-based ads and a major trade show? Are you having trouble prioritizing prospects because everything is given equal weight?..

Mix it Up with Anxiety Questions to Prevent an Exit

There are times in a sales cycle when you realize your prospect has lost momentum and you sense that you are no longer on the same page. Perhaps they outright state they’ve lost the urgency to..

Establish Credibility in Two Minutes or Less

A COO I know, recently took a call from an account representative for a content marketing platform. Her startup was interested in partnering with the company to establish thought leadership and..

3 Trends in 2019 That Will Benefit Your Sales Career

Predicting the future is never easy, given conditions can shift and new disruptions emerge a moment's notice. There are, however, some trends in sales that we expect to continue or gain momentum,..

A Plan We Can Agree On

There are numerous reasons some sales professionals better predict the future than others. They stay up on current events and trends to quickly recognize hot or cooling markets. They accurately..

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