Converting webinar leads into sales
Research from InsideSales.com shows that 73 percent of sales leaders say webinars are one of the best ways to generate high-quality leads. The trick...
Manage in good times and bad
The adage that employees don’t leave companies, they leave managers, is supported by research. Gallup reports that half of employees who quit cite their...
When a check-in is really checking out
If a rep’s attempt to get a meeting with a prospect is a single quarterly call followed by her disappearing for 90 days, she...
3 must-have skills for hiring reps
Hiring new sales reps is not among most managers’ favorite tasks, largely because they see it as a guessing game and the stakes are...
Cost-cutting as a call to innovate
Innovation and cost-cutting — so often considered magnetic opposites — can be a powerful duo, capable of reshaping markets and creating long-term competitive advantages, say Stephen Wunker and...
High performance requires a common cause
Nothing motivates people like concern for the cause, says executive coach Art Petty. The right leadership is important to achieve remarkable results, but even...
Stop selling and start helping your customers
One of the fastest ways for B2B sales reps to build trust is by focusing on helping their prospects rather than just selling to...
Developing trust in an age in which we have little
The internet has nearly 3.58 billion users. It has changed the way people work, learn, share and even date. The internet has allowed for...
Appreciation must be more intentional for remote workers
Employee engagement is proven to contribute to positive business outcomes (increased profitability, reduced turnover, improved customer service ratings). With as much as 43 percent...
Are your reps asking the right questions?
It’s not what salespeople say to a buyer, but rather what they ask that makes them stand out from the competition, says sales coach...
