Are your prospects engaged?

Are your Prospects Engaged?

When TMG works with sales individuals, groups, and organizations, the question of “what makes for a great fitting customer?” often comes up. I call this our “Customer Fit” criteria. Customer fit is a pivotal section in our Sales Checklist and Key Account Process. The purpose is to ensure you’re spending time
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Buyer's Journey

How to Avoid Traps in “The Buyer’s Journey”

Much is written about “The Buyer’s Journey” these days; it’s one of the next shiny things. What is it? It’s the active research process that buyers go through that culminates in a decision to make a purchase, or not to.  The theory is that today’s buyers go through a significant
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Salespeople – BE COACHABLE!

Nearly every successful salesperson I’ve met or worked with was coachable. Most experiences in our professional careers can relate back to sports in one way or another. The best athletes are coachable and always open to learning new things, even if they don’t agree with the advice, tactic, or method.
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Customer Fit Versus Ideal Customer Profile – The Difference and Why It’s Important

Imagine this: you’re a B2B salesperson doing everything you can to move sales opportunities forward to “Closed” or “Customer” status. Your pipeline is full and you’re closing about one out of five (1/5) opportunities. The marketing team is busy feeding you leads that fit the Ideal Customer Profile, but you’re
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Podcast Episode – Implementing a Sales Process featuring Colin Longren (Twin Cities Wellness Collective)

Colin Longren is a partner and the Vice President of Global sales at the Millau Group. Colin’s “ah-ha” moment in sales came when he was challenged to bring on the next “Key Account” at a private company. He began searching LinkedIn for the all the contacts he would pursue, collected
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Sales Playbooks

Sales Playbooks: The Good, The Bad, The Ugly

Sales leaders are realizing what a powerful punch a “Sales Playbook” can have in the management and effectiveness of a sales team. Imagine having all the information that a salesperson, sales manager, and VP of sales would ever need to be successful in their role in one spot; it’s tangible
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