Know & Match These 4 Buyer Types to Increase Sales by Jae-ann Rock

Know & Match These 4 Buyer Types to Increase Sales by Jae-ann Rock
So...you found the decision maker at a target prospect company that would be a perfect match for your services. Does your sales team have the knowledge and training to make the most of their first contact with this individual?  We know building trust with prospects is paramount to sales success. This week, we will share insights regarding FOUR buyer profiles to help your team lea...
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Why B2B Companies Should Consider Account Based Marketing by Jae-ann Rock

Why B2B Companies Should Consider Account Based Marketing by Jae-ann Rock
You may have heard of Account Based Marketing (ABM), but you’re not exactly sure what it is or if it’s right for your business. If you’re not yet using ABM, it is certainly worth investigating… Consider this: 92% of companies recognize the value of ABM and see the strategy as a “must have” for B2B marketing (From the 2015 State of Account Based Marketing, SiriusDecisions.) According to ...
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5 Tips to Yield an Abundant Sales Harvest by Jae-ann Rock

5 Tips to Yield an Abundant Sales Harvest by Jae-ann Rock
With less than eight selling weeks remaining in 2018, a few critical questions remain: Do you have a plan to hit your revenue goals? How will you make the most of these next few weeks to meet or exceed your sales goals? What is the highest and best use of your time each day to achieve success? Here are five tips to help you yield an abundant sales harvest: 1.) Circle tightl...
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The #1 Barrier to Success…It Could be YOU

The #1 Barrier to Success…It Could be YOU
Success is often molded by the people with whom we surround ourselves.  Remember your mother's wise words: "If you play in the mud, you're going to get dirty!" But, whether you are seeking that next promotion or taking steps to move forward in other areas of your life, your BIGGEST OBSTACLE TO SUCCESS MAY ACTUALLY RESIDE WITHIN YOU - specifically, within your subconscious min...
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Imagineering for Success by Jae-ann Rock

Imagineering for Success by Jae-ann Rock
As human beings, our constant desire to think beyond the here-and-now DRIVES us to dream big, imagine the impossible, and achieve amazing things. Advancements like the wheel, the compass, the light bulb, the telephone, penicillin, air travel, and the Internet were all born out of the same basic premise: PEOPLE IMAGINED BETTER. Using our imagination allows us the opportunity an...
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5 Sales Lessons When Panning for Gold by Jae-ann Rock

5 Sales Lessons When Panning for Gold by Jae-ann Rock
Several years ago in July, my family and I took a trip to the White Mountains of New Hampshire to do some gold panning for my birthday… We actually registered for a three-hour, organized class on “Prospecting for Gold.” On the morning of the trip, we got up early, and left the house by 7 AM to drive two hours to meet up with the prospecting instructor at a beautiful, crystal clear stream in the...
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How Actions + Thoughts Inspire Success

Sixteen years ago today, in the midst of an economic collapse, I officially launched SunStream Consulting.  Remember when the dot-com bubble burst? Yes, THAT’S when I launched my business. Actually, the dot-com bubble hadn’t just burst – it had completely imploded - taking with it the majority of public dot-com companies as well as trillions of dollars of investment capital. Internet startup...
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5 Steps to Increase Selling Time

To increase sales results, you must increase selling time. But, how? There are many aspects of sales that get in the way of "selling time." Ask any professional sales person the type of work activity they like the least and the majority will likely mention “the admin work." Why? Because it eats into their selling time, and hence, their earnings. In this article, we will reveal five steps to re...
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Five Ways to Improve Sales Results

HOW will you improve sales in the next two months? How will you close more deals to meet your 2016 revenue target? The following tips are designed to help you quickly ramp up pipeline activity and sales results: 1.)    Reward the Sales Behavior you Want: If you are in sales management, it's time to develop sales kickers to ramp up end of year sales activity.  Identify specific goals/target...
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Six Takeaways from Disney’s Success Model

The Walt Disney Company is inarguably one of the most successful corporate brands in the world. Like it or loathe it, there are certainly valuable lessons we can learn from Disney’s success over the years.  Originally known for its animated films and theme parks, The Walt Disney Company has developed into a “Diversified international family entertainment and media enterprise.” Today, with m...
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