The advent of smartphones and tablets has led to a new type of sales force. New mobile technology gives sales reps fast and easy access to marketing and sales materials, while also enabling them to answer prospects' questions and fulfill requests faster. The end result is more deals are closed faster.

Direct download: Mobile_Sales_Technology_Wong.mp3
Category:podcasts -- posted at: 7:00am EDT

The fortune is in the follow-up, but sometimes it might feel like the follow-up is a waste of time—especially if your prospect goes silent. Don't be put off by that silence, says Nancy Fox. Chances are they're busy or aren't ready to move forward. So, until the person says "stop contacting me," continue to reach out to them.

Direct download: Follow_Up_with_Prospects_Fox.mp3
Category:podcasts -- posted at: 7:00am EDT

For the most part, professionals still enter a field expecting to do just client work only to eventually discover they also have to bring in new business. College did not prepare them for how to do it, and the idea of selling scares them. With some guidance and practice, however, they can become successful business developers.

Direct download: Business_Development_Lawyers_Ackert.mp3
Category:podcasts -- posted at: 7:00am EDT





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