How to drive irrational optimism

Merriam Webster defines optimism as “hopefulness and confidence about the future or the successful outcome of something.” Ken Kupchik, a writer, consultant and creator of Sales Humor, which can be found on Facebook, LinkedIn and Instagram, adds that irrational optimism is “hoping despite a mountain of evidence to the contrary, and multiple, seemingly insurmountable roadblocks standing in the wa

Keeping pace with digital marketing trends

Digital marketing strategies change as rapidly as the technologies involved. Where will digital marketers be putting their dollars to work in 2018? SmartBrief contributor Alex Alexakis identifies these near-term trends for digital marketing:

Networking for introverts

It’s a misperception that all salespeople are extroverts who glide effortlessly into relationship building. Technology has changed the sales process, making cold calling less effective and increasing the importance of customer research, an exercise that is accomplished in solitude and with great focus, says Geoffrey James, a contributor to Inc.com and business blogger.

Traditional discovery is not enough in today's environment

In a more traditional sales process, discovery is focused on gathering information about a customer’s needs. The salesperson asks good questions; the prospect/customer provides relevant answers.

Selling to value

The art and science of discovery
Ann was not happy as she left the meeting with a long-term customer, or should I say, former customer.
“Ann, we have done business together for a long time,” her customer started, “but we have decided to go in a different direction this time.”

Can motivation be coached?

When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.

10-Step Process to Becoming an Elite Salesperson in 2018

I boiled down the content of the best books and seminars on selling skills to the basic 10 skills needed for long-term sales success. These top-10 selling skills set our company on a course of growing at 42 percent every year for 14 straight years.

8 Sales Enablement Predictions for 2018

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Here are my sales enablement and readiness predictions for 2018.

7 Conditions to Create a High-Performance Sales Environment

The dream of building a high-performance sales environment is not as elusive as it might seem. There are seven conditions, or building blocks, and they primarily impact salespeople, frontline sales managers, and – perhaps most importantly – the sales executive.

4 Ways to Hack Your Growth With AI

Regardless of your organization’s size, stage or current position on the B2B playing field, the key to victory is knowing your strategy. Artificial Intelligence (AI) is the latest technological innovation that will give your team the edge. Here are four ways to hack your B2B growth with AI.

Technically, I Graduated

Online courses - many of them free - make it easier than ever to get smarter on the job.

Why Being Stuck In the Office Over the Holidays Is a Lucky Break

It's a myth that all executives take vacation at the end of the year. Put down the cookies and start dialing for sales. OK, you can bring the cookies with you to the office.

Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Many sales teams fail to realize how to harness the insights garnered from RFPs to inform future business decisions. Here’s how proposal and sales teams across industries can — and should — apply data analytics to their RFP processes.

Jack in the Inbox: 3 Ways AI Will Cure Modern Email Woes

The average salesperson fields 100-plus email messages a day, looking for the prospects who are ready to buy. Software equipped with artificial intelligence can sort through your inbox like a personal assistant.

Is Your Company Failing Enough Times to Succeed?

The notion that failure should be avoided at all costs is actually holding marketers back. Failed tests aren’t efforts to be circumvented but embraced, as they ultimately enable curiosity, development, and growth by allowing a company to take risks, drive deeper thinking, and outmaneuver the competition.

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