How to Write a Great Sales Letter

The More Clients Blog

Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. However… What should go into your sales letter?

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Don’t Let Your Sales Process Kill Sales

Joellyn Sargent

Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.

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Michael Zipursky on Sales For Nerds

Consulting Success

Michael was recently featured on Sales For Nerds. You can listen to it here: Michael Zipursky on Sales For Nerds “Marketing” and “sales” are dirty words to many consultants. ” After all, marketing and sales are for marketing and salespeople.

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Don’t Let Your Sales Process Kill Sales

Joellyn Sargent

Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.

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5 Simple Steps to Win More Consulting Projects (Make Sales Easier)

Consulting Success

Here’s how to win more consulting sales. People often refer to it as “closing” more sales. Forget About Closing The Sale (For Now) The key to closing more sales is don’t focus on the close.

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Meet the missing ingredient in successful sales transformations: Science

McKinsey

Data and analytics, combined with a personalized approach to performance management, are helping B2B sales execs inculcate best practices and significantly improve growth. Marketing & Sales Insights

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Michael Zipursky on Sales Growth Systems

Consulting Success

Michael was recently featured on Sales Growth Systems Podcast. But what about sales? Michael Zipursky on Sales Growth Systems is a post from: Consulting Success. Consulting Interviews Consulting Sales email communication Email MarketingYou can listen to it here: How and Why Service Professionals Should Gently Sell Within An Email Email. You use it every day. Sometimes when you’re talking with your clients. Sometimes when you’re taking with your friends.

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Shaping the New Sales Cycle

Joellyn Sargent

The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa.

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Sales incentives that boost growth

McKinsey

Not all sales compensation is the same. Marketing & Sales InsightsStructuring incentives using these four building blocks, can improve the bottom line.

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Consulting Business Sales Pipeline Template

The Clever Consultant

Most consultants could easily track their sales opportunities in a spreadsheet and avoid the cost of paying for CRM software. Downloads Selling Consulting Services crm sales pipeline

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High Converting Webinar Sales In Consulting With Joel Erway: Podcast #46

Consulting Success

Lead generation webinars are a powerful tool for generating high-ticket sales appointments. In recent years, building high-converting sales webinars and sales presentations have become a top priority for coaches, consultants, and solo entrepreneurs looking to sell their courses through specialists. High Converting Webinar Sales In Consulting With Joel Erway: Podcast #46 is a post from: Consulting Success.

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Maximize the lifetime value of your sales force

McKinsey

Better and more thoughtful ways to measure the potential lifetime value of each member of the sales force can not only improve talent management but also create more value. Marketing & Sales Insights

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3 Things High Performing Sales Organizations Do Differently

LSA Global

High Performing Sales Organizations vs Standard Sales Team Performance. According to a recent CSO research report, only 46% of sales reps are meeting quota, and sales teams are losing ground on 94% of the key sales activities most associated with high sales performance.

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Top 7 Traits of Successful Sales Managers

LSA Global

Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed.

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Leading Sales Expert Shares How to Sell More And Feel Good About It with Anthony Iannarino: Podcast #79

Consulting Success

Leading Sales Expert Shares How to Sell More And Feel Good About It with Anthony Iannarino: Podcast #79 is a post from: Consulting Success. Consulting Success Podcast closing Consulting How to be successful How To Sell More sales selling

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Is Poor B2B Customer Experience Undermining Your Sales Success?

Joellyn Sargent

While the sales process may be vastly different for B2B, buyers are still people. I knew the acknowledgement email I received was auto-generated, but it did include the name and email of the VP of Sales, so I sent him a quick reply, “ I have not heard from a rep yet.

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The difference between good and bad sales training: A closer look at certification

McKinsey

Building sales capabilities has to evolve to deliver growth and keep up with evolving needs. Marketing & Sales Insights

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A Stunningly Simple Secret to Improve Sales Success

Joellyn Sargent

If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives.

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Setting Better Sales Goals with Analytics

Harvard Business

Sales Analytics Digital ArticleThe wrong goals demoralize the salesforce and hurt profits.

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Top 4 Sales Leadership Mistakes to Avoid

LSA Global

Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. Are your sales reps fully prepped to win? Top 4 Sales Leadership Mistakes to Avoid. We work hard to address the specific needs of our sales clients. Sales leaders set the example.

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Consulting Sales Systems That Work for Introverts with Bob Burg: Podcast #16

Consulting Success

Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales.

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SALE: New Momentum Program for Early-Stage Consultants

Consulting Success

SALE: New Momentum Program for Early-Stage Consultants is a post from: Consulting Success.

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Is Poor B2B Customer Experience Undermining Your Sales Success?

Joellyn Sargent

While the sales process may be vastly different for B2B, buyers are still people. If you’ve ever filled out a form to snag an interesting white paper, then received a sales call, event invite or other series of follow-up messages, you’ve been on the prospect side of a marketing automation (MA) solution. It raises the question, “If speaking to someone in sales is this difficult, imagine what happens when I need to contact support.”

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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales Customers Digital Article

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What Stops Sales Managers from Coaching?

LSA Global

Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches.

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Why New Sales Managers Need More Training

Harvard Business

Leading a sales team takes a different skill set than just working on one. Sales Digital Article

Reframing Sales Effectiveness

Strategy+Business

Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read

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The five things sales-growth winners do to invest in their people

McKinsey

Marketing & Sales InsightsHighly tailored training and measuring its success feature prominently among the methods top performers use.

Missed Sales Opportunities? Read This

LSA Global

Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force.

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Fostering an Ethical Culture on Your Sales Team

Harvard Business

Sales Digital ArticleReward the right behavior and promote the right people, for starters.

4 Essentials for a High Performing Sales Team

LSA Global

High Performing Sales Team. How would you describe the performance of your sales team? What Does It Take to be a High Performing Sales Team? Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers.

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7 Ways Sales Teams Can Set Better Goals

Harvard Business

Sales Managing people Digital ArticleFrom pay incentives to performance targets.

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“Blue Collar” Sales and Selling

CaseInterview.com

I find the prejudice against working in sales incredibly ironic. It’s sales too. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? 2) Will you decide to improve your sales skills, or not? To be notified of the release, and for future articles on improving your sales skills, just complete the form below.

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7 Consulting Proposal Tips to Close That Sale

Tom Spencer

Writing a consulting proposal that closes a sale can be challenging, and as a result it may be difficult to figure out why your proposals are getting rejected. Have a Sales Conversation First. Despite their expertise, many consultants struggle to close deals.

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Managing a Sales Funnel for Your Consulting Business

The Clever Consultant

Create and managing a sales funnel. We spoke to our friend Brian Sullivan, Vice President of Global Accounts at Sandler Training , who offered us this advice: View Your Sales Funnel as a Live Tool. Your sales funnel is a living entity that needs regular attention. To make it easy, make sure you have a simple vehicle in place that enables you to collect details about prospects and where exactly they are in your sales funnel.

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How to Increase Your Consulting Sales By Embracing the Consulting & Sales Balance with Anthony Iannarino – Episode 1

Consulting Success

Description: Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm, Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50]

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Science & Sales

Martinka Consulting

This is Sales 101, people buy with emotion and back it up with logic. The post Science & Sales appeared first on Martinka Consulting. Earth Day featured multiple marches across the country, protesting the anticipated cuts in federal dollars to science. An interview with one scientist hit the proverbial nail on the head. He said marches, protests, and similar won’t do anything, i.e. it’s preaching to the choir.

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