Russ Emrick

Author Archives: Russ Emrick

Do You Understand that Simplicity is the Business of Selling?

telephone sales training

People – your prospects and customers – are quite literally overwhelmed by complexity. The frustrations you’re experiencing selling today is ALL related to complexity. Gatekeepers and Voice Mail keeping you OUT Easily deleted emails Appointments being harder to get and fewer in number Busy Busy Busy – everyone is too busy That’s actually very good […]

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What is the Most Effective Sales Messaging?

You’re in the business of persuasion and influencing. When it comes to those topics there is a whole lot of craziness. I just went to Amazon. Did you know there are almost 70,000 books on persuasion and influencing? Not only is that overwhelming But most of it is nonsense. NLP Mirroring Closing techniques Power words […]

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Lead Generation – Whose Job is it Anyway?

With the seemingly relentless demands on Sales Managers to reduce costs while simultaneously increasing sales does outsourcing Lead Generation make sense? Why not simply get our team to generate their own leads? We’re paying salespeople anyway right? Why add the expense of an inside lead generation team or the costs of hiring an lead service? […]

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August 13, 2010

What Do Salespeople Really Need from their Managers?

Being a sales manager can be challenging. Effectiveness boils down to one question: what do salespeople really need? Compare the following list to your priorities and see if you’re maximizing the selling potential of your team. Real Sales Support Recently the head of marketing was talking about how sales wasn’t establishing “value” in the market. […]

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Sales Prospecting Techniques that work in the 21st Century

Sales Prospecting Techniques are written about all the time – unfortunately most of what’s said is either outdated or simply wrong. Here is an example of what one famous sales trainer recently wrote, “When I am working with my coaching clients I find that a lack of consistent sales is caused by a lack of […]

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Squidoo as a Prospecting Tool

Sales Lead Generation should be mostly pull instead of push – meaning that you pull people into calling your because of the valuable services, content and expertise you have. That requires visibility – you have to be seen to get noticed. I know blindingly obvious. There are tons of free places to get this visibility […]

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The 6 Crucial Components of Lead Generation

Sales Lead Generation 6 Processes

Selling in the New Economy of hyper-competition and low demand require effective and robust sales lead generation strategies. Through years of consulting and observation we’ve learned  that the six components of effective Sales Lead Generation are: Value – The Cost of Admission The Right People with the Right Message Using the ‘Big Fish/Small Pond’ Principle […]

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