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12 Tips for Home Office Success

Posted by Chad Wilson on 04/01/2020 11:06 AM

You’ve been directed to work from home. You’ve done it before but, now it will be for an extended time. In this blog, we’ll provide you quick and effective ways to have the right setup, tools, techniques to increase your effectiveness with team members, clients, and prospects. For client-facing roles, we will also provide tips for building momentum in the sales process that simply aren’t achievable in traditional, face-to-face encounters. Shockingly, you will learn how to become MORE productive than when you were in the office! The following are excerpts from our recently released video course, “HomeOffice2Win!

 

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Topics: leadership, sales

Melting an Ice-Cold Sponsor With Your Subject Line

Posted by Bob Riefstahl on 03/13/2020 11:44 AM

Here’s a scenario we’ve all experienced. It is three days before a key demo, and you need the sponsor at the client to follow through on her promise to schedule discovery calls. The problem is, she isn’t responding to your emails or voice-mails. As a pre-sales professional, you know the importance of making those connections and getting your critical questions answered. The salesperson on the account is too busy or distracted to help. What do you do? The answer is all in the subject line…

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Topics: pre-sales

Once Upon a Time…

Posted by Bob Riefstahl on 03/09/2020 5:24 PM

When I hear that phrase, I remember reading bedtime stories to my sons when they were youngsters. As adults, stories help us understand complex concepts, and just like when we’re younger, they forge connections with the storyteller, open up our imaginations, and help us receive new ideas.

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Topics: sales, storytelling

Look Good in a Hurry! The Top 5 Alternatives to PowerPoint, Keynote and Prezi

Posted by 2Win! on 01/30/2020 2:25 PM

While PowerPoint, Keynote and Prezi have plenty of reliable features, they're clunky and slow compared to some of the new solutions that are out there. Their ubiquitous familiarity could even hurt the impact of your message.

Break away from the tried and true, or tired and boring. The following tools can freshen up your presentation game while giving you the convenience that a web-based creation platform offers.

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Topics: presentation

Discovery On-The-Fly, Uncovering the Underknown

Posted by Bob Riefstahl on 01/17/2020 1:12 PM

Ever Have a Runaway Demo?

Your salesperson, Emma, has a “hot lead.” Kristian, the prospect and a company executive, wants to make a decision quickly and needs a demo “right away.” Emma presses Kristian to provide time to perform a formal discovery so she can get input from other stakeholders. Kristian asserts, “You don’t need to do that. I have a list of requirements from them, and we don’t have time for a bunch of interviews. That would take weeks. Why don’t you get your demo expert to provide us with an overview and we will guide him or her from there?” Emma accepts Kristian’s request, convinces her to send the list of requirements, and sets up the demo for the next business day.

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Topics: discovery