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TSE BLOG 015: Why Your Elevator Pitch Is Not Working And How To Fix It

There have been many articles and techniques revolving around Elevator Pitches.  These are the pitches that you can make in a very short time as in the amount of time it takes an elevator to go [...]

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TSE BLOG 013: Value vs. Price: The Importance of the Perceived Value

Last week I saw an interesting infographic on social networks saying the following: “Something is happening, Facebook, the most popular social network, does not generate content. Airbnb, the [...]

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TSE BLOG 013: The Critical Importance Of Lead Validation In Internet Marketing

Your lead generation website may be optimized with all of the best tricks and techniques to lure visitors. However, if you’re not including lead validation among those techniques, you may be [...]

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TSE BLOG 012: Transforming Sales Training: The Case for Women-Centric Sales Training

According to recent data published by the U.S. Bureau of Labor Statistics, women make up 48.4 percent of retail salespersons. Yet, despite this nearly equal representation, there is a distinct [...]

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TSE BLOG 011: Say Good Bye To Inaccurate Sales Forecasting!

When’s the last time you made a miscalculation on your sales forecasting? Sometimes the mistakes are positive—say, forecasting too slow of a growth period. But sometimes the mistakes can be [...]

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TSE BLOG 010: 5 Ways Clever Sales Pros Nurture Prospects into Sales Qualified Leads

Successful salespeople know it’s all about the bottom line. Bringing in new revenue streams, whether in the form of new clients or existing client expansion, is key to progressing your [...]

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TSE BLOG 009: Kitedesk-Who Is Donald Kelly And What Does He Think About Sales?

Recently I was interviewed by Eric Quanstrom of KiteDesk . Frequently KiteDesk has an interview series with sales experts. I was fortunate to have been selected for one of these interviews. This [...]

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TSE BLOG 008: What Your Sales Dashboard Should Look Like!

If someone asked you to provide some quick sales analytics, what could you tell them about how your company is doing? Do you have that quick-take data, and what does it tell you? A sales [...]

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TSE Blog 007: 10 Qualities A Top Performing Salesperson Must Possess

According to a Sales Benchmark Index report, only 13% of salespeople produce 87% of the sales in a typical organization. So what does this small pie of high achievers have that others don’t? Here [...]

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TSE Blog 006: Three Reasons Why Salespeople Fail in Small Businesses

As a small business owner, you have a lot of things to worry about. One of the most important things is sales. Sales is the lifeblood of any organization. You have to bring in revenue to grow the [...]

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TSE Blog 005: 20 Best Sales Books Every Salesperson Must Read!

One of the things that separates a lot of the greats from the core performers is the fact that those who are top performers are always reading and looking for opportunities to sharpen their [...]

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TSE Blog 004: How To Develop Your Ideal Customer

I know it’s not throw back Thursday, but this was my very first sales tip video on the first TSE website. This was created in 2013! It’s amazing where we have come since then, but the [...]

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TSE Blog 003: The Top 4 Reasons Salespeople Face Call Reluctance

We all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and [...]

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TSE Blog 002: How To Write A Great LinkedIn Headline

Now, when it comes to LinkedIn, there is no silver bullet that is going to make you stand out and gain tons of new leads and tons of new business opportunities with people flocking to you. [...]

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TSE Blog 001: LinkedIn Recommendations, Why You Need Them and How to Get Them 

Why are they so important? With the rise of social selling, LinkedIn has become a powerhouse for sales professionals to find potential business opportunities, business owners to find new [...]