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The secret to a leaving a voice mail that isn’t immediately deleted.

The answer is presented in a 10 minute whiteboard video.  Get a pen, a piece of paper, and your call list. These techniques work.

The key points covered in this white board presentation include:
1) You don’t have 30 seconds … you may not even have ten.

2) Treat a voice mail like we used to treat an assistant with a scrap of paper.

3) Avoid the four most common mistakes.    MORE >>

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How to close deals with SMB’s

It’s been long known that the key market for SaaS services are the SMB’s.  Who else would react so positively to superior technology at a lower cost and without and CapEx investment?  Verio (who has major ambitions – and big funding from NTT  - to be a large cloud provider) recent released the results of it survey of 515 SMB IT decision makers.

Here are some of the key findings from the research:  MORE >>

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Getting past the “gate-keeper”

There is a simple riddle whose answer will help you easily get past gatekeepers. The riddle is this, ‘what is the job of the person you are talking to? AND … How can you do it for them?’  MORE >>

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Price = Cost + Risk + Hassle

Have a list of prospects that should have bought but didn’t?
Do an ROI analysis on a hot deal and it shows great results for your solution … but they didn’t buy?
Have lower than average website conversions (SaaS industry average for conversion is 32%)?  MORE >>

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The Five Obstacles to Every Sale

There are five major problems to overcome in sales

  1. Cold Calling: How do I get them to take my call, get past gate keepers, etc.
  2. Prospecting: how do I get them to talk to me/give me time
  3. Qualifying: how do I not waste time with poor prospects
  4. Getting to the Decision Maker (DM): how do I get there and how do I get this guy stopping me out of the way
  5. Log-jams: how do I “unstick” deals and get them to buy.   MORE>>
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