November 2018

Rethink Your B2B Revenue Model

The marketing-then-sales structure is inherently flawed. Here's a new way to think about generating revenue -- a six step model that turns the “then” into “and.”

How Risk Reversal Language Will Help You Accelerate Your Sales Cycle

How do you remedy the anxiety a buyer might feel before the deal closes? It all comes down to what you say.

Now More Than Ever: Personal Presentation Tips for the Digital Age

In today’s complex and dynamic business environment, it’s not what you know, knowledge and analytic skills are a base requirement and only a foundation. Success in business requires much more.

Why You Need Live Chat Now for B2B

Instant live chats aren't just for consumer goods and services companies. Here's why.

How to Write a Compelling Media Kit That Sells

A successful media kit makes a good first impression on your potential collaborators. As a result, it paves the way for more sales. Here's what it should include.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

The key to coaching successful sales teams is focusing on the how, not the what. When you go beyond telling someone what they’re doing wrong to showing them how to do things differently, you’re providing tools for long-term success.

Building A B2B Sales Force That Works

The ideal structure for high-performing B2B sales is repeatable, scalable and trainable. Here's a closer look at what that means.

7 Questions to Build Rapport in Sales

Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Genuine rapport sets the table for the rest of the conversation.

Incentive Program FAQs

A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. I hope it provides clarity in the case of feeling a little confused.
Q: What is a pre-mortem and why should I do it? I’ve already been to the dentist once this year.

13 Musts from an Accidental Salesperson

The first secret to surviving in sales (almost by accident) is there is no secret, but here are 13 things that have helped me succeed in a career I never imagined.


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