Targeting Top Prospects
When charged with acquiring new business, the natural and essential first questions are: “Where is the business going to come from?” and “Who should...
What Can and Cannot Be Controlled In Sales?
The concept seems like a no-brainer: Sales reps cannot control customer buying – they can only influence it. How they do this is the...
Interrogated
Faced with a sagging stock price and an even steeper decline in the morale of its sales force, Andrew Mason, Chief Executive at Groupon...
Thinking Your Way To Increased Sales
A recent headline from a McKinsey report on sales trends spoke volumes: “Customers want it all.”
Think about what a typical buyer is dealing with...
Develop Me or I’m History
Even during challenging economic times, your best and brightest have options. Failing to help them grow can lead employees to take their talents elsewhere....
Develop Me or I’m History
Even during challenging economic times, your best and brightest have options. Failing to help them grow can lead employees to take their talents elsewhere....
What Do You Do With Leads That Aren’t Ready to Buy?
What do you do with your leads?
That’s a question a lot of companies (including ours) grapple with.
What about the leads that aren’t ready to...
Social Selling Blurs the Line Between Marketing and Sales
In the past, marketing and sales had distinct roles. Marketing generated leads while sales converted those leads. Social media has blurred these separate responsibilities...
Sales & Metrics – What Are We Really Measuring?
As a consultative business development specialist my clients often ask me to provide metrics on my sales efforts. Fair enough, but what do they...
Hook Me Up, Buttercup
Lean on me.
Or better yet, let me lean on you.
That's the basic (albeit somewhat cynical) principal of most networking groups. From chamber of commerces...
