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Strategy

Whether you’re a seasoned individual marketer, sales representative within a large sales team or unseasoned sales professional one things for certain: measuring your expectations when it comes to growing your business is key.   What do I mean by that? Check out the following Lead Generation and Client Acquisition statistics and best practice advice, which should help you gain a better sense of how to develop metrics...

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Every sales professional wants their business to stand out from the competition and grow, but few actually do. Every leader desires to become more distinctive, yet only a fraction really are.   So, what’s the problem? Interestingly, there are some insights from a study of hip hop and rap artists. Scientific American’s website recently reposted an article from Nature on a study of brain scans of rappers that was revealing...

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  If it was up to us, both of these numbers would be 100% all the time, but that’s just not reality. There’s a little science, a little psychology, and some luck mixed into these two stats. There are also countless factors, some of which include: company size, frequency of campaign, and industry. Luckily, these numbers have already been analyzed to see what basic combination yields...

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Ray Massie is someone I’ve known…well, almost forever!   We were at Franklin College in Indiana together. And, when he was the top radio personality at WCSI in Columbus, Indiana, he was kind enough to recommend me for an on-air position with the station that helped me pay my way through college.   Ray has gone on to a highly successful career in broadcasting, leading several of the top...

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In today’s virtual marketplace, you must implement new ways to stay competitive. Keep in mind you not only compete for product sales – you compete for your downline’s time, energy, focus and commitment.   Consider your Team. Are they as productive as they could be? Do they have the initiative or skills to produce spectacular sales? If not, then it's time for a team tune-up.   If you provide...

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Sad…but, true.   The level of customer service — not to mention the even higher standard of the customer experience — is genuinely, consistently pretty awful. A recent post by Michael Callahan makes a couple of important points about it.   Quoting a commentary from Jay Goltz in the New York Times, managers believe they can save X% by cutting back staff and reducing service. Guess what happens? Customers...

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In an increasingly tech based society, inbound marketing is becoming more and more of a critical advertising technique. The reason why inbound marketing is so important is because it allows direct sellers to connect with prospective consumers in a more organic, sensible, and cost effective way.   As opposed to outbound marketing, which relies on direct sellers presenting ads in spaces where there are large, but uninterested...

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Although inbound marketing is increasing in popularity, it's outbound counterpart still has some important benefits.   For example, outbound marketing is the traditional way of marketing. Practically everyone is familiar with being exposed to advertisements on television, billboards, online, calls, etc. So, outbound marketing has the advantage of being the more established of the two methods.   Outbound marketing also has the advantage of being able to pursue leads,...

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Let’s face it – direct selling is not about location, location, location – that’s real estate.   Direct selling is about duplication, duplication, duplication. If the majority of your IBOs can't duplicate their success, they will never grow their business. They can recruit to their hearts’ content, but if you can’t provide your Independent Business Owners (IBOs) with a digital marketing strategy, they will fail to succeed...

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