Monthly Archives: April 2019

Use Trigger Events To Increase Selling Opportunities

If one out of every two selling opportunities resulted in a sale, we could all retire early. Unfortunately, it doesn't work that way. When you consider the typical prospect outreach methods, the actual close percentage is more like the single digits. Fortunately, you can increase your odds because, certain types of sales leads do close…
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Uncover New Business Opportunities Using Value Chains

New and innovative. Two traits that business customers expect and value. In fact, the Nielsen Global New Product Innovation Survey found that over 80% of customers considered innovation a key reason they chose to buy from a company. And, as for new products, more than 60% placed a higher value on companies that offered new…
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The Numbers Say You Should Expand Your Services

The numbers say you should expand your services. But, where to make that investment isn't always obvious. Raise your hand if you thought Amazon would succeed when they expanded beyond selling books online over 20 years ago. Although few predicted success, their customer-focused platform and strategic addition of practical products and services catapulted them into…
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