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Solutions vs. Spots 

Solutions vs. Spots 

by Jennifer Lane | Mar 16, 2022 | Advertising, Digital Sales, Sales Relationships, Selling, Success

One of the favorite phrases of a wily veteran manager in a company we work with is “You always go back to the devil you know.”  In the increasingly competitive world of broadcast marketing, that means selling spots rather than selling solutions. Relatively...
Co-Workers ‘Lead’ The Way

Co-Workers ‘Lead’ The Way

by Jennifer Lane | Mar 2, 2022 | Communication, Creativity, Sales Relationships, Team Dynamics

Too often, we, as sales professionals get wrapped up in our own world — making calls, entering orders and finishing up report after report for accounting. It’s easy to become captive to our cubicle and computer screen and miss the prospects and ideas right...
Tips on Building Your Client Pipeline

Tips on Building Your Client Pipeline

by Jennifer Lane | Feb 17, 2022 | Prospecting, Sales, Sales Relationships

We all know building a quality client pipeline takes time and perseverance. When asked in a recent study what is the most challenging part of the sales process, it was no surprise that 80% answered prospecting and pipeline building was the most difficult.    Here are...
4 (Additional) Superhero Traits That Salespeople Have

4 (Additional) Superhero Traits That Salespeople Have

by Jennifer Lane | Jan 24, 2022 | Prospecting, Renewals, Sales, Sales Relationships, Sales Training, Selling, Success

Back in 2019 (which feels like a million years ago) I wrote a blog about “4 Superhero Traits That Salespeople Have.” In this blog, we discussed the four traits superheroes and salespeople had in common (Resilience, Passion, Confidence, and Goal-Oriented), but did you...
How to Send A Cold Email

How to Send A Cold Email

by Bryan Marriott | Oct 20, 2021 | Communication, Digital Sales, Marketing, P1 Learning, Sales Relationships, Tips

I’m going to say it — prospecting sucks. The thought of picking up the phone and reaching out into the unknown just feels all wrong. Think about it, throughout our childhood, we were told not to talk to strangers. “Stranger danger,” right!?  Fast forward a few years...
It’s Renewal Season. Are You Prepared?

It’s Renewal Season. Are You Prepared?

by Jennifer Lane | Oct 6, 2021 | Closing the Sale, Goals, Renewals, Sales, Sales Relationships

We all know in-person interactions with clients have been the best way to generate sales. In these meetings, you can read your client’s body language, as well as respond to changes in their speech and behaviors. Being in-person is great because you create a bond...
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How to Get Promoted

Ways to Avoid Stress in Sales

Managing Communications

Solutions vs. Spots 

Co-Workers ‘Lead’ The Way

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