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The Ruby Group | Akron and Columbus, OH

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Mario was well ahead of his monthly quota, so he was surprised when Jane, his sales manager, asked him to set a higher sales target for the quarter. During their meeting, Mario smiled and said, "I thought I'd get a gold medal after the good month I just had - not a higher target!"

Rule 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting. Here's the bottom line, we want our sales meetings to be great, and we know they're not. And sometimes they're not because we're running from one meeting, we thought we had about a 30-minute window to get ourselves ready for a sales meeting which turns into a three-minute window and so we show up unprepared.

This blog will illustrate several techniques to nurture those prospects in your funnel and how to effectively turn them into clients. The ability to do this is what separates good salespeople from just good networkers. Below are four keys to developing a successful nurture funnel and how to convert your prospects into clients. 

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

When you’re growing a small business, it’s important to put an emphasis on best utilizing the tools at your disposal. Regardless of your industry or experience, one of those tools should be social media. While there are endless uses for social media and I have previously discussed social selling tactics, below I have identified five tips that you can bring back to your business and begin to implement today for social media marketing.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

First, let’s understand what social prospecting is and what it isn’t. Social prospecting simply means using social media and online networks to add more prospects, information, or sales opportunities to your pipeline. In other words, social prospecting is using modern communication and information networks to start a sales conversation with another person to determine if there is a reason to do business together.

The ears have to hear what the mouth is going to say. I believe roleplay is one of the most important things that you could do as a sales leader. Why? It makes you strong, but it also creates muscle memory for your team. Here's what happens when we don't role play. We tell people what to change in their sales process.