I recently got back from a vacation in Japan and from that experience, I started to think about why I love going there in the first place. What draws me there? What sales lessons can we learn?
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Most times, companies, marketing departments, executives, and even sales teams create value statements without understanding the value they can bring to the customer.
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Recently, I've been working with a lot of financial selling professionals. This particular group was whining to me that they used to ask for referrals all the time, but they were terrible. They got referrals from people that they didn't want to do business with, who weren't a good fit, etc. At that point, they had just given up and thought that referrals don't work.
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In the next 5 years, we are going to lose 33% of all inside sales jobs that are focused on order taking, and I estimate that over the next 10 years, all of those jobs will be gone for good.
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