Business Development

3 things it takes to be a modern sales org 150 150 Intely Tech

3 things it takes to be a modern sales org

Three wishes – three guesses – three little pigs – three bears – three billy goats gruff This article won’t match the longevity or popularity of any of the above…

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What’s the value of your product or service? 150 150 Intely Tech

What’s the value of your product or service?

https://www.youtube.com/watch?v=ABHMOz1gT8w Imagine that you’re driving to a wedding and your car breaks down. As you wait for help to arrive, what’s the value of a service that can get you…

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What’s Value 150 150 Intely Tech

What’s Value

Imagine that you’re driving to a wedding and your car breaks down. As you wait for help to arrive, what’s the value of a service that can get you to…

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How much is too much? 150 150 Intely Tech

How much is too much?

In sales, qualifying an opportunity out is just as important as qualifying it inbecause investing time in an opportunity that you had no chance of winningis such a massive waste.…

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Cold Calls – Openers 150 150 Intely Tech

Cold Calls – Openers

Two days ago, I received one of the better cold calls that I’ve received. He did a few things that most salespeople are told not to do. This is how…

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Sales Monologues 150 150 Intely Tech

Sales Monologues

Some of the longest monologues of all timeweren’t delivered in movies or in playsbut insales discovery meetings by salespeople

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Sales Discovery meetings – one approach 150 150 Intely Tech

Sales Discovery meetings – one approach

I ran a poll last week about the usage of slide decks in sales discovery meetings. The results were 50-50 for a long time before ending up 60-40 in the…

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Discovery meetings – a buyer’s perspective 150 150 Intely Tech

Discovery meetings – a buyer’s perspective

I ran a poll on LinkedIn asking whether salespeople prefer to use slide decks in their discovery meetings. The whole purpose of a discovery meeting is to understand the prospective…

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Inbound leads – timely response 150 150 Intely Tech

Inbound leads – timely response

Responsiveness, or lack of it. This is the most irritating part of initiating a purchase. It’s astounding how many inbound leads lay around unattended till it’s too late. I was…

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LinkedIn selling – a buyer’s perspective 150 150 Intely Tech

LinkedIn selling – a buyer’s perspective

LinkedIn is a great platform to connect with othersBut most sales people use it for “automated cold calling” I’ve been that sales guy – and I’ve been a buyer –…

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