Why We Still Need Salespeople

Forrester recently reported that 1 million B2B salespeoplewill become obsolete by 2020, citing advancements in sales and marketing technologies as the culprit. Sales and marketing automation technologies have certainly seen a significant amount of growth in the B2B sector within the last few years.

Three Moments of Truth In Every Sales Cycle

There are three value conversation “moments of truth” in every buying cycle that you must be great at: first, creating value to break through status quo bias and build a buying vision (differentiation); second, elevating value to impress executive decision makers who must see the financial and business impact of your solution (justification);

The Buyer Preference Evolution

Remember when instant messaging was the new tool for sales? Remember when texting was just for teens and college students? So many new digital tools come out each year that it’s hard to keep up.

5 Tips for Giving a Killer Sales Presentation

Salespeople have a lot of responsibility riding on their shoulders. Colleagues have spent weeks, and maybe even months, hard at work to build innovative, impactful solutions. Now it is up to sales teams to sell that product, driving revenue and recognition for the company. Here are five tips based for giving killer sales presentations.

Tell Me A Story: Three Tips for Communicating Marketing and Sales Analytics

Virtually every job description for the modern “analytic marketer” includes requirements for “strong communication skills.” In particular, what’s sought is someone who not only distinguishes signals from noise, but communicates this way: good analysts appreciate nuance, but executive audiences often don’t, preferring bottom lines as headlines.

How to Gain Attention on Instagram and Boost Your Business Presence

As a business, it’s important to ensure that your brand is represented on all of the social media networks, including Instagram which is often one of the most overlooked platforms when it comes to marketing businesses online.

How Contrast Drives Change

What if you could change one simple thing about your message, pitch or presentation to make it more persuasive? What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo?

How to Reinforce Training So It Sticks

Ongoing training is important for employees to stay ahead of the curve and do their jobs effectively. But what about training reinforcement? One could argue that reinforcement may be as important as the training itself. After all, even the best training won’t mean much if there’s nothing done to reinforce it. But what’s the best way to make sure that employees retain what they’ve learned?

A Wholesaler’s Guide to Preparing for Black Friday

Black Friday is the unofficial start to the most important time of the year for retailers – the holiday shopping season. For wholesalers, it is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success.

How to Build Relationships at Every Stage of the Customer Journey

Sales is ultimately a matter of building trust and developing relationships with customers – and it’s never too early to start.

Converting digital assets to sales

Technology has dramatically shifted the research and selection process by customers, who now expect a fast response and relevant content delivered, how they want it and at every stage of the sales engagement process.

Distractions May Help You Be More Productive

We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is struggling to be productive, they may not be daydreaming enough.

The Hidden Knowledge in Your UC System

In a previous article, Age of Unified Communications (UC) and Your CRM, I discussed the benefits of integrating a UC solution with a CRM (like Salesforce.com or SugarCRM).

We’ve Got the Whole World In Our Handhelds

A mobile device is a salesperson’s best friend, but before your salesperson gets overwhelmed and distracted by a million non-relevant items accessible on their mobile devices, there are ways to streamline and focus the world of information so that the most pertinent and relevant sales assets are prominent.

Robots Can’t Close

To date, technological advancements have always created better jobs and improved the well-being of humanity. But we face the real possibility that technology will, for the first time, displace more jobs than it creates.

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