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Posts by Mercer Smith-Looper

How to make the most out of your sales meetings

Harvard Business Review ran a study where they asked 182 senior managers how they felt about meetings. Of those managers, 72% said that meetings were inefficient and a waste of time; 65% said that meetings stop them from completing their work, and 62% said meetings miss the opportunity to bring the team closer together. Something…

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5 ways to modernize your sales team

Times they are a-changin’. Inside sales and sales development roles are on the rise. More teams are tracking customer satisfaction than whether they meet their quotas. New technologies come out every day that make it easier to understand precisely what your customers want. Now is the time to make moves. Even if your sales team…

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7 signs it’s time to move on from a prospect

Sales is a relationship. You put in the time and effort, you get to know them, find out their quirks, what they like and don’t like…and just like other relationships, sometimes the sales process needs to end.  While it may not be as immediately devastating as the end of a friendship or partnership, realizing you…

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How to use buyer intent data to close more deals

Have you ever wished you could read your pet’s mind? I know I have. How much easier would that make life?  Since our communication is limited, we have to try and infer their needs from different cues. Over time, you tend to get pretty in-tune with what different signals mean. Maybe they scratch at the door,…

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How to create a sales scorecard

We all love data. And lately, it feels like there’s an app to track everything. As humans, we are continually seeking opportunities to know how we are doing and how we could be doing better. It’s no different in sales. Creating a sales scorecard for your team gives them the performance information and feedback they…

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9 traits to look for in your next sales hire

Have you ever gone to the grocery store hungry? If you have, you know exactly how bad an idea it is. You get caught up in the moment, and, all of a sudden, your cart is filled with five different types of chips, 10 boxes of cereal, and who knows what else.  However, if you…

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7 interesting ways to find your decision maker

Everyone knows the pain of getting to the end of a long sales process, feeling like you’re going to close the deal, only to be told by your prospect that they’ll have to get the final say from their boss, or someone in accounting. Turns out, you didn’t have the decision-maker.   A decision-maker is someone…

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3 interesting ways to use surveys for sales discovery

How often do you spend a ton of time working on a new lead… only for them to ghost and never become a client? There are many reasons why your prospects might disappear, and one of them is that you didn’t do enough discovery. Generating insights about your prospects’ needs can help you customize your…

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How to create feedback culture on your sales team

Have you ever played golf? Convention would lead you to believe it should be simple. All you’re doing is hitting a ball that’s sitting in place, right? However, there are a few details about golf that make it more difficult than one might think.  First, it’s not a very big ball. Second, people are watching…

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8 creative ways to find B2B sales leads

Once upon a time, sales was predictable. You had a product — it might have been the only one on the market — and you sold it to the people that needed or wanted it. But times have changed.  Now, your product probably has at least two major competitors and a ton of others offering something…

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Three top tips for women in sales

When you think of a salesperson, what do you see? You might imagine a Dwight Schrute-style car salesman in an ugly yellow shirt. Maybe, to keep The Office metaphor rolling, you see a Ryan: Bluetooth earbud in, suit on, talking loud and smiling smugly.  No matter what you envisioned, it was probably someone male-presenting. Most…

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How to deal when your prospect wants a discount

Picture this: you’re on a roll. You’ve got a great prospect, and everything seems like it’s on track to close. Your customer is excited. You’re fired up. Your manager is eager. Then, all of a sudden, they put on the brakes and start asking about discounts. Womp womp. It can feel like a total trainwreck…

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