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Tip #89: The Single Best Action to Take To Multiply Sales

IndicatorThere are hundreds of reasons that people will talk to you. There are thousands of reasons that your customer/clients love you. But, when you really think about there are only 3 – 5 true reasons that are big and powerful enough to cause a prospect to:

  • Reach deeply into their pockets to write your company a check, and
  • Marshall the force necessary to support the change your offerings require.

I call these 3 – 5 reasons High Probability Indicators™ (HPI). Identifying your HPI is the single most valuable action you can take to improve the predictability and effectiveness of your sales and marketing team.

Without HPI your team is left guessing and reacting, constantly chasing false positives.  Hiring, training and onboarding becomes a Herculian task because of the overwhelming complexity associated with B2B sales.  

Defining your HPI manages that complexity and gives both your sales and marketing teams a clear focus on the issues they should be highlighting, and the problems they should be diagnosing.  That focus unlocks the genius within your organization.


 Have additional questions? Contact us at doug@imaginellc.com or call 410.544.7878

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THE 8 QUESTIONS YOU NEED TO ANSWER FOR EXPLOSIVE GROWTH

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Join us on March 18th from 2 - 3pm EDT, as Chief Optimizer Jonathan Smith shares his personal insights into how growing companies can scale their organization structure to meet the demands of a growing company.

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THE 10 MOST COMMON MISTAKES MADE WHEN HIRING SALESPEOPLE

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Hiring salespeople is the most difficult and highest risk hire that a small or mid-sized (SME) B2B company makes.

  • Just 1 in 250 salespeople exceed their targets
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