June 2017

Six Key Elements Of The Sales Meeting Of The Future

They’re getting shorter. Edgier. Digital. They’re incorporating b-to-c experiences, taking cues from the entertainment industry. And thanks to multi-generational influences, from millennials on up (with Gen Z just around the corner), they’re feeling more co-created, personalized and shareable.

The 10 commitments of sales

Anthony Iannarino believes not only was Alec Baldwin’s portrayal of a sales manager in “Glengarry Glen Ross” brilliant, it was on target - sort of. The author, blogger and sales professor says “always be closing” is a mantra that makes sense when you look at it right.

Contact Should Mean Contact

“Game changer” is a term you hear often when people talk about how technology has changed their industry. There is no doubt technological advances can make every company in any industry more efficient and effective.

The importance of immediacy

Suffering from temporal construal? You and your reps probably are and you’re not aware of it.
Temporal construal is the way our brains think concretely about the present and vaguely about the future. The practical implications of temporal construal can impact the lives of your reps and the success of your business.
ONLINE BONUS ARTICLE:  The impact of more immediate rewards

ABC = Always Be Collaborating

The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. In Glengarry Glen Ross, Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” 

How to Make Today’s Savvy Customers Loyal for Life

Today's B2B customers expect smarter answers, more personalized experiences, and thoughtful solutions rather than sales pitches. To succeed in this new era of selling, here are the four things your business has to understand and embrace in order to grow.

Lift: The impact of more immediate rewards

Our brains love immediate gratification. Getting something today is better than getting it tomorrow, which is better than getting it next week. This is, in part, because of temporal construal. Having a concrete and immediate reward is better than a reward in the abstract sense.

Nurturing Beyond Email to Accelerate Your Pipeline

With the right web personalization program, marketers can capitalize on theopportunity to present prospects with relevant messaging that will influence the influencer and accelerate the open opportunity through the pipeline.

5 Free Online Sales Tools to Empower Your Sales Team

The following web and mobile apps can be used to track sales, personalize emails and spend less time scheduling – all of which will empower your employees to close more sales.

The Challenge Sale Can Be Mistimed

A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results.

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