Socratic Questions Help Prospects Uncover Truth

One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had.

5 Reasons Why Sales Makes Marketing Mad

One of the biggest problems in any company with separate sales and marketing departments is what is sometimes calls sales and marketing alignment. This can be a problem regardless of how large or how small. In other words, how do sales marketing get along, how do they interact, and how can the processes between them be improved?

If You Love 'Em, Keep 'Em

Managers are forever looking for ways to improve their team's performance – be it the latest business book, closing technique or marketing automation tool. But they often overlook a valuable tool that's right under their noses: their organization's talent management practices.

Socratic Questions Help Prospects Uncover Truth

One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had.

'Gold Calling' Is Alive and Well

S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.

Eyes On the Prize

No matter how much your sales associates love working for your company, none of them love it so much that they would do it for free. And while a base salary and commissions are nice, the sales contests and incentive programs you provide are key to demonstrating that your organization recognizes and appreciates the associates who go the extra mile.

The Evolution of Social Selling

Feeding the Marketing Content Pipeline

The marketing content pipeline is closely related to, yet distinct from the sales pipeline. By delivering the right content via the pipeline, marketers are able to interface with customers early on in the lead generation process and then continue to feed salespeople with the materials they need throughout the sales effort.

The New Look of Offsites

A tribal approach to sizing up prospects

'Customer First' Must Be More Than A Mantra

Create Value to Avoid Discounting

When does 1 percent equal 11 percent? You think “Never!” but this isn’t fuzzy math. It’s the impact you can have by changing your discounting.

The Sales Profession's Bill of Rights

Today’s sales world has changed. An unstable economy has forced corporate layoffs and other cost-cutting measures to reduce overhead, and financial uncertainty has been a catalyst in the demise of salaried sales jobs that are being replaced with a burgeoning pay-for-performance sales model in an effort to make sales departments more productive, efficient and cost-effective.

B2B sales is not obsolete!

Peter Drucker famously said that the job of marketing is to make sales obsolete. The conventional wisdom is that it’s starting to happen. Whether you call the process a funnel, a life cycle or a decision journey, marketing is said to be taking over the early and middle stages and pushing sales into a marginal role at the end, where contracts are negotiated and signed.

Your Top Performers May Be the Least Engaged

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