Archive for Selling Professional Services

I’m in sales, why should I blog?

The short answer? Because your prospects expect you to. Ok, maybe they don’t expect you to blog, per se. They expect to be able to find information about your products and services on-line. They want information detailed enough to help them determine if you can help solve their problem. And they want it when they [...]

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Does That Prospect Deserve To Be In Your Pipeline?

How picky are you about who you let into your sales pipeline? Do you place everyone who might have in interest in what you sell into your pipeline, or do you make them qualify first? This was an interesting conversation we had in our Sandler Sales President’s Club recently – the idea of being careful [...]

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LinkedIn’s Showcase Pages Help You Be More Relevant

LinkedIn continues to add features to help you promote your business online. Not too long ago,  LinkedIn updated the design of company profile pages to make it easier for members to access information the companies they care about it. They also added features to help businesses build relationships with their target audience. The recently addition [...]

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Social Media for Sandler – Presentation Slides

Thanks to everyone who attended my presentation at Brooks Associates Customer Appreciation Breakfast. I really enjoyed our conversation. Below you will find the slides from yesterday’s talk. Below the slides, I have also included links to the two books that I mentioned during the discussions about understanding your customers’ buying process. If you are anything [...]

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Unpaid Consulting – What Is It and How Do I Avoid it?

Today’s post is by guest author and Kansas City Sandler Sales trainer, Dan Stalp. I know from first hand experience how easy it is to get caught in the trap of unpaid consulting. As Dan points out below, it’s a common trap when selling services. Brad has been selling in his industry for 17 years. [...]

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