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2019 EDITION

How to Successfully Select and Implement a CRM

Learn how to navigate your options and find a CRM that fits your business goals.

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Good Customer Relationships Trump a Down Economy

In its third Buyer Experience Study, IDC surveyed 213 IT buyers and learned that in 2009, sellers lost many deals due to factors that had nothing to do with the economy! Selling Power magazine ...
author Dick Wooden 7 Min Read
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USP - Unique Selling Proposition

USP - Is a way of explaining your position against your competition. It is a way of summarizing and telegraphing the chief benefit of the business, product, or service being marketed.  Your USP may ...
author Julie Cooper 5 Min Read

Can You Really Get Better at Selling?

So you have been selling your products and services for awhile now and have been using a CRM system to track communications, schedule meetings and identify the sales opportunities in your pipeline.  ...
author Dick Wooden 8 Min Read
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Delivering Compelling Value and 7 Step Framework

Delivering Compelling Value to Your Prospects and Customers Ok folks, we're not talking value here - we are talking about undeniable, influential and sustainable value! Compelling value changes the ...
author Dick Wooden 6 Min Read
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Persistence In Sales

The Need for Persistence in Sales and Delivering Value to your Customer The following was a presentation by the Michiana BNI Education Coordinator, Marty Werling, President of Sights and Sounds, Inc.
author Dick Wooden 6 Min Read

Success by honing your USP--Unique selling proposition

How do the strengths of your products and services match what your prospect or customer wants?
author Dick Wooden 3 Min Read
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Turn traditional selling around--Value creation selling

The heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organizations do.
author Dick Wooden 2 Min Read
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