Proven tactics for a fast start in 2018
John Asher, author of “Close Deals Faster” and the CEO of Asher Strategies, a growth strategy consulting firm, offers these tips for helping your...
Torrid growth of content marketing expected
The global content marketing industry is projected to enjoy a compound annual growth rate of 16 percent, according to the latest forecast from Technavio,...
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...
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...
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...
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...
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,...
5 tips for a successful sales kickoff meeting
There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively...
Why ‘maybe’ is bad for sales
In sales, getting told “yes” as many times as possible is always the goal, but getting told “no” is always going to be part...
Creative solutions require persistence
Creativity doesn’t come easy, but when your team is feeling tapped out, there’s a good chance it’s not.
Loran Nordgren, a professor of management and...
