Seek Understanding in Building Relationships
In a previous article, I talked about self-reflection and taking inventory of one’s skill set. Specifically, what skill we possess today that has already...
Why Traditional Marketing Is Broken (and 5 Ways to Fix It)
This should be the golden age of marketing. We have more tools at our disposal to implement and measure marketing, and, until the pandemic...
Halloween Scares: Top Fears of Salespeople Facing 2021
The spooky season is upon us, and as salespeople are preparing to look at the past year in review to prepare for 2021, there...
How Sales Reps Are Hitting Quotas Without Hitting the Streets
Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Sales run through the...
How to Craft a Concise and Effective Sales Proposal
Proposals have always played a pivotal role in the sales process, but today they are more important than ever. With in-person meetings on the...
3 Common Salesforce Implementation Mistakes and How to Avoid Them
Growing and evolving your organization’s Salesforce environment can unlock enormous opportunities, but getting there often proves challenging. I’ve seen this firsthand, having fielded a...
5 Ways Corporate Values Benefit Your Company
It’s become trendy in recent years to develop core values or corporate value statements and then share them with your constituencies, but to what...
Operating Your Sales Team Remotely
Several months into working remotely during the COVID-19 shutdown, many employees have awakened to the possibility to continue working from home. Others have discovered...
COVID-19 Has Changed Everything About Selling. Here’s How We’re Handling It
In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up.
COVID-19 swept me and...
How to Turn Your Company Into a Referral Machine
For B2B sales teams, referrals are worth their weight in gold. They can provide companies with perpetual revenue, and they can solidify your organization’s...
