4 Steps for Getting More Out of CRM Data
In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world,...
5 Ways to Deliver a Truly Impactful Sales Kickoff
We just wrapped up sales kickoff (SKO) season. Typically, in January and February, depending on fiscal calendars, we all see pictures of salespeople in...
If You Want to Make a Sale, Stop Selling and Take These 4 Steps...
If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. 55 percent of people...
6 Foundations for Successful Sales
About five years ago, we established a relationship with Larry Williams, one of the principals in the Williams Leslie Group, to help EnerBank improve...
Stray thoughts on customer experience trends
There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on...
How Your Go-To-Market Strategy Is the Secret Sauce of Sales
Every chef has their secret sauce. For some it’s an actual product: a unique amalgam of ingredients no other chef has yet discovered or...
4 Steps to Crafting Compelling Value Propositions
Consumer choice has never been greater. In fact, you can expect 30,000 new products to hit the market each year. With competition so immense,...
Empowering B2B Sellers Through Sales Technology
More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a...
Make Your Sales Force Your Loyalty Program
A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies....
How to Adapt to the Well-Educated Modern Buyer
Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service,...
