Going viral is only half the job
Eight out of 10 companies report they have posted videos to their Website in an effort to provide information about the company and its...
Create your own dream team
There has been a lot of discussion in recent years about companies deploying buying teams. Salespeople say they are less able to rely on...
7 Story Mistakes
Who cares? - People care about real people, not abstract companies. If you don’t talk about how people were affected, people will forget your story.
Boring - Sell the...
Facts alone aren’t enough
Findings:
› Neuroscience proves that we need both the rational and emotional part of the brain to make good decisions.
› Without emotions, customers would not...
To Discount Or Not?
It’s the all-too-familiar statement that sales managers hear from their salespeople: “I need to give my client this discount or we’ll lose the job....
Great Expectations: Marketing Automation Delivers on the Promise to Grow Sales Revenue
The question for 2013 is not so much what is the state of marketing automation, but rather, what difference does marketing automation make to...
Time to Adapt to a New Sales Environment
Working recently with a client in selecting and implementing a CRM system, it struck me that sales organizations haven’t moved past traditional metrics, sales...
‘No’ Can Kick-Start the Sales Call
Objections can cause doubt and confusion for prospects and salespeople. This can frustrate your team members and cause them to avoid objections. But as...
Balancing the Consultant and Strategist Roles
There was a time when a salesperson could fulfill a unified role as a vendor, trusted advisor and challenger. But today’s hypercompetitive market requires...
The Age of Social Network Selling
A new approach to selling has developed through the use of social networking sites. Social networks allow sales representatives to generate stronger leads, eliminate...
