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3 Ways to Keep a Sale Alive Despite Complications

John Burleson | September 18, 2015
You're going to hear excuses from your sales team. If someone is making excuses, you have to be able to respond and coach them to success.
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3 Ways to Keep a Sale Alive Despite Complications

2 Cold Calling Mistakes That Are Undermining Your Efforts

John Burleson | September 11, 2015
Cold calling may not be the most fun part of your job, but it’s still a necessity. Sure, it’s a great way to prospect and start a conversation. But it also leads to some potentially awkward phone conversations, which could spoil future business.
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How Can Marketers Be More Data-Driven? (1)

How Can Marketers Be More Data-Driven?

John Burleson | September 3, 2015
More and more, we hear about how big data is transforming the world of marketing and advertising. But, surprisingly, many marketers are still struggling to make sense of data due to the volume and speed at which it is produced.
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How Can Marketers Be More Data-Driven?

3 Common Demo Mistakes That Will Ruin a Sale

John Burleson | August 26, 2015
Product demonstrations are far from easy to perfect. Scripts are written, people have questions, reps try to “wing it” or improvise, and the entire format goes out the window in a free-for-all. And then you lose a big sale.
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3 Common Demo Mistakes That Will Ruin a Sale

3 Ways to Sell More Construction Equipment

John Burleson | February 12, 2015
Finding a way to ramp up your sales is a task that most sales managers, directors, and executives talk about a lot. It’s actually a holy grail of sorts for every business that utilizes a dedicated sales force.
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3 Ways to Sell More Construction Equipment

5 Tips for Successful Sales Prospecting

John Burleson | February 12, 2015
Prospecting gets a bad rap. Most people only see it as cold calling or some other equally aggravating technique, but that is a very narrow understanding of sales prospecting. Actually, it’s basically a process of building a relationship.
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5 Tips for Successful Sales Prospecting

3 Excuses You Should Never Hear From Sales

John Burleson | January 28, 2015
You're going to hear excuses from your sales team. If someone is making excuses, you have to be able to respond and coach them to success.
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3 Excuses You Should Never Hear from Sales

How to Grow Your Rental Business

Dan Salerno / Director of Sales | October 15, 2013
Construction equipment market analysts and industry surveys show a shift from contractor’s buying equipment to renting. Several reasons for the shift have been reported. A fluctuating U.S. and world economy as well as EPA emissions regulations top the list.
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How to Grow Your Rental Business

How to Optimize CRM

Ross Conroy / Director of Digital Marketing | September 9, 2013
Every equipment dealer can optimize CRM systems for successful customers interactions: obtain, record and share customer information.
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How to Optimize CRM

Warming Up the Cold Call with Data Insights

Dan Salerno / Director of Sales | June 12, 2013
Companies that know how to leverage data and cull insight from it are warming up the cold call. In fact, for them, the cold call no longer exists.
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Warming Up the Cold Call with Data Insights

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