5 Ways to Deliver a Truly Impactful Sales Kickoff

Many companies recently finished their annual sales kickoff. Whether they were successful or not will be determined in the next several months. Here are five key takeaways to drive effective learning and engaged sellers.

If You Want to Make a Sale, Stop Selling and Take These 4 Steps Instead

If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. 55 percent of people who make their living in sales don’t have the skills to succeed. And there’s one key skill that you have to learn: That’s how to stop selling, and make a sale.
 

6 Foundations for Successful Sales

In order for sales leaders and their teams to deliver on the financial performance, they have to start at the broadest foundation and work their way up. These are the causes or actions that generate the financial results.

Stray thoughts on customer experience trends

There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on elevating your customer experience. In this case, they’re like the cattle that couldn’t be brought back into the herd before the gates closed on the corral. They’re still out there and they’re still relevant and they are shared here in hopes you’ll benefit from them.

How Your Go-To-Market Strategy Is the Secret Sauce of Sales

In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell.

Selling how you always have? Fuggetaboutit!

Jeffrey Gitomer wants every sales professional to spend three months selling in New York City and tell him how that works out.

Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Managers at every level across all industries crave engagement from their workers. They understand its positive effects on productivity, innovation, attendance and retention. They get it, but they don’t always know how to get it

Elevating the customer experience

In a 2018 survey, Bain & Company discovered that 80 percent of companies believe their customer experience is not only better than average, it’s “superior.” The trouble is that in the same survey, only 8 percent of customers believed they were receiving a superior experience.

There’s no one way

One of the benefits of this job is that I get to talk with super-smart people who have amazing insights. For example, my reporting for this issue included long discussions with best-selling author Jeffrey Gitomer and Basecamp co-founder David Heinemeier Hansson. Both have new books out.

4 Steps to Crafting Compelling Value Propositions

Strong value proposition is essential in today's competitive marketplace. This four-step process can get you where you need to be.

Empowering B2B Sellers Through Sales Technology

Equipping direct and indirect sellers with a robust sales enablement platform provides a myriad of benefits to B2B companies. Start by following these 5 steps and see how it can empower your sales representatives and increase revenue.

Make Your Sales Force Your Loyalty Program

In research across a broad spectrum of business-to-business companies, we consistently find the most important factor that builds a strong, loyalty-based relationship between a customer and a company is superb account management by their sales representative.

Conversation marketing hacks

Nobody starts out automatically caring about your products or services. They care about how you can make a difference in their lives.

How to Adapt to the Well-Educated Modern Buyer

The average B2B customer carries the sum of all human knowledge in their pocket on their smartphones. That means the new reality of sales must rely on marketing more than ever before.

The Skills Sales Leaders Need to Hire Now to Profit in the Future

What you should be hiring for now in order to build a future-proof sales team.

Pages