May 2016

Are Your Sales Teams Order Takers or Collaborators?

The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders they were after. With all the information now available through digital channels, your potential customers are probably already well versed in what you’re selling.

5 Best Practices in Lead Scoring from the Lens of a Revenue Marketer

Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey. Here are five best practices:

The Next Step for Your Insights Message

Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story.

Executive Calling: The Wisdom Behind Calling Higher

For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes. Technology has changed the way we sell and the way our customers shop and buy.

Finance: A Sales Force’s Greatest Asset

How does your company improve profitability? And who is responsible for this growth?

Hot Lessons from Hotel Lobbies

Have you ever spent time browsing the racks of promotional pamphlets that litter the lobbies of lower-priced hotels?

Strategy vs. Sales Skill – A Las Vegas Showdown

As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter. However, we have to admit we suspected someone was joking when we heard that a Las Vegas casino wanted us to help a sales force that services high-stakes gamblers. Were we being set up by a devious reality TV show producer?

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