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By: Chris Strandin

by Chris Strandin January 21, 2015

Why A Sales Process Implementation Is Vital to Your Success

Force yourself to write down your current sales process. What steps do you take? When do you engage your internal partners? What sales tools do you use, and when? How do you define your stages in CRM? If you don't have clear answers to these questions, there’s a good chance you can improve the way you and your team approach deals.

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by Chris Strandin November 13, 2014

Cold Calling Still Works. Here's Why

Today's buyer has a world of information at their fingertips, and couldn't possibly be persuaded by a cold call, right?

Wrong. This sales consulting firm would tell you that you need to call now more than ever, and maybe just adjust your goal.

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by Chris Strandin November 4, 2014

How to Love Prospecting #3 Change How You Feel

Introduction

In parts 1 and 2 of this trilogy, Change How You Think and Change How You Act, I introduced new ways to think about prospecting and alter your selling process to enjoy and excel at prospecting. This final chapter of How To Love Prospecting is about changing how you feel about prospecting by providing a new perspective on the way you view your daily activities.

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by Chris Strandin October 30, 2014

How to Love Prospecting #2 Change How You Act

My previous blog in this series, Change How You Think, provided some helpful tools and tips for salespeople dealing with a lack of motivation to cold call, an unhealthy attitude towards their role in a cold call conversation, and the unfortunate plague that is call anxiety. Change How You Act will address how to leverage day planning, account blueprinting, and CRM use for every sales professional looking to increase success in prospecting. I think it is important to remember that Action precedes motivation.

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by Chris Strandin October 28, 2014

How to Love Prospecting #1 Change How You Think

Introduction 

Change How You Think

This is the first blog in a 3 part series with the intention of giving you and your team the tools and perspectives to cold call better, and to truly enjoy prospecting. Working at a sales consulting firm, I find that very few individuals consider cold calling the favorite part of their day, even though it is a vital part of their job and their sales process. We know that prospecting opens the door to selling conversations, but why do we lose motivation? With experience implementing custom sales training programs across different industries, I’ve learned that there are ways to learn how to love prospecting. I’ve isolated three categories of small changes you can make to enjoy this vital part of your inside sales process: Change How You Think, Change How You Act, and Change How You Feel. In this first blog, I address the “Change How you Think” portion of the trilogy, and I invite you to consider how the following concepts could benefit your organization’s approach to cold calling.

 

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