Is the 57% Statistic An Urban Legend?

Most marketers and sales pros have accepted the stat that says buyers are at least 57 percent of the way through the buying cycle by the time they engage a salesperson. A recent State of the Conversation report from my company found that nearly 80 percent of marketing and sales leaders believe the stat is true.

5 Key Traits of Winning Sales Proposals

You’ve poured blood, sweat, and tears into the sales process, and now it's time to present your prospect with a winning proposal that will close the sale so you can move on to the next one.

Deconstructing Sales for Go-to-Market Success

Whether you’re a startup or more established business, there are times the sales team needs to be refocused. This is required when a new market opportunity emerges or your company launches a new product and suddenly your sales team is treading in unfamiliar waters.

A super power for sales pros

In sales training on questioning skills, I ask reps in the room to choose a super power that would help them increase their performance. It’s a fun question and lets people imagine, well, unimaginable success.

Top Tips When Taking A Client to the Super Bowl

There’s a reason companies spend billions of dollars each year on client entertainment: it works. Taking prospects and clients to a game can be a powerful way to deepen and advance your relationship. And when you take them to a once-in-a-lifetime event like the Super Bowl, the potential return can be limitless.

A Marketing Tool that Should be in Your Mix

Business leaders often question how public relations can help them close sales. Digital marketing and advertising feel reassur­ing because the results are more quantifiable. But let me ask you a question: When you’re surfing your favorite news site, are you more likely to validate what you see in an article or an ad?

3 Sales Management Blunders You Must Eliminate to Hit Quota Consistently

Deny first and blame others second. Sound familiar? Unfortunately, that is often the stance sales managers take when their numbers come up short. And once this happens, sales rarely trend upwards because sales teams thrive in competitive but supportive atmospheres—not ones littered with finger-pointing and ‘it’s not my fault’ attitudes. As the old saying goes, it starts at the top.

Avoiding Sales Burnout

After 20 years of selling software and IT products, the one thing that’s been getting harder year after year is the one thing you can’t avoid in sales. You have to get people on the phone to have discussions. No matter how many articles people post about how cold calling is dead, it’s simply not – no way, no how.

4 Tips to Get Sales Reps on Board with Account-based Marketing

Sales and marketing executives like to latch onto trendy initiatives and programs, sounding like a “Buzzword Bob” every time a new methodology hits the mainstream. Every few quarters, the profession of selling is upended by another trend that, for better or worse, promises to be the next pathway to every rep’s accelerators.

How to Build a Sales Readiness System to Fuel Growth

As a sales or sales enablement leader, you know quite well that it’s not easy to properly select, prepare, manage, lead or change a sales force.

How Microfunnels Can Score a Bigger Holiday Bonus

When the holidays come around, there’s a standard soundtrack of 80s holiday hits: John Lennon, David Bowie, Bing Crosby, and Wham! fill your ears practically all of December.

Get social or get left behind

Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.

The upside of employee pushback

Are your employees engaged enough to push back against your company’s questionable strategies?

The Numbers Attached to Disengagement

Portland-based consultancy Happy Brain Science may sound soft and fuzzy, but founder Scott Crabtree says everything he shares with clients about employee engagement is founded in proven scientific research. He cautions that it’s wise to be a little wary about the warnings from consultancies such as Gallup and Hay Group about the risks of employee disengagement.

4 Pillars of a Highly Engaged Work Force

A lot of companies make efforts to increase engagement, but they don’t have the formal mechanisms to plan it and track their progress, says Autumn Manning, co-founder and CEO of YouEarnedIt, a technology company that provides a platform (software as a service) for real-time recognition.

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