Category Archives: Sales Intelligence

Are You Taking Advantage of the Most Powerful Emotion in Sales?

What is the essence of Sales Intelligence? Why is it a lead generating and deal closing machine like no other? It is not the inside secrets of effectively using search engines, mining the Invisible Web, or leveraging social media to … Continue reading

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Is Social Media a Waste of Sales Time?

THE SOCIAL MEDIA VS. SALES TEST I just finished a two-week business to business social media vs. sales experiment with some interesting results. For Week 1, I tracked the amount of time I spent writing, posting, reading, interacting, re-tweeting, commenting, … Continue reading

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Disastrous Prospecting Mistakes You May Be Unintentionally Making

I hear the excuses all of the time. “I don’t have time to research.” “I know my material and I deliver it perfectly.” “I’ve been very successful doing it my way.” “I have a script, and I have a quota; … Continue reading

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Current and Archived News (no more Google Timeline?)

As I’m sure you have noticed, during the past year Google has made significant changes to its search engine, the interface, and the way it displays results. Some of the changes have been extremely helpful (e.g., page previews). Some are … Continue reading

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Company Overviews – InsideView

InsideView.com is one of my favorite Sales Intelligence firms. It has a powerful online resource that allows users to automate the tracking of company information that it gathers from traditional and online news sources. If you subscribe, in addition to … Continue reading

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