August 2015

4 Things Your Sales Proposal Would Tell You If It Could Talk

The reality is, most sales organizations have little to no process to support their proposal efforts. And, unfortunately, sales proposals rarely see their full potential, because they are time-consuming tasks that aren’t often viewed as strategic and take valuable time away from actually “selling.”

Sales Velocity: Track It, Then Floor It!

The sales division of a manufacturer is working 300 sales opportunities, each averaging $12.5 million in value. The win rate is 8% and the average sales cycle is 30 days.
This sounds like details for a good GMAT question, but the stakes here are real.

‘Old School’ Sales Techniques Can Still Reap Benefits

While it can almost be guaranteed that you will not purchase a vacuum cleaner from a traveling salesman at your front door any time soon, in many businesses traveling sales is still a necessary business function, particularly in the B2B space. Pharmaceutical companies send reps to doctors’ offices, software providers schedule demos of their latest offerings, and the list goes on.

How B2B Startups Can Build a Successful Sales Team with Accountability and Coaching

In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a new subsidiary named Launch Logistics and I was named the President and Chief Sales Officer.

Age of Salesforce: Trends and Insights from Top Marketers

Salesforce users can upgrade themselves with the latest marketing initiatives in the digital age. The future of the marketing can be easily connected with the Salesforce.

Beyond Static, One-Time Training Events

It wasn’t that long ago that a new sales rep joining Ethicon– a world leader in the manufacturing of surgical devices – would go through a training program that looked something like this: The rep would travel to Cincinnati, spend eight weeks attending classes to learn about the human anatomy, medical procedures and medical terminology, and receive sales training on a portion of the Ethicon pro

The Best Stories Sell

We have all endured presentations where the information being delivered was dry, boring and tedious. We sit there and daydream, disengaging from the speaker and wishing for the show to end – or for the courage to get up and leave before the end. Our original reason for going was to get information that would help us to do our job better or grow our business.

B2B Sales Still Needs A Human Touch

We can easily get lost among the sexy, disruptive and company-changing analytics, automation, customer-driven content exploration and social selling tools that seek to own sales today. As both a heavy tech user and, previously, a software developer, all that innovation does excite me.

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