How to Write Sales Emails That Get Responses
You don’t have to reinvent the wheel every time you write an email to make it compelling. You just need to clearly articulate your...
Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them
Several years ago, a company came up with a creative way to recognize its top performing employees. Through a nomination process, a select group...
Rethink Your B2B Revenue Model
Early in my career, I made the not-so-typical move from engineering to marketing and spent 15 years innovating and creating events, programs, content, processes,...
How Risk Reversal Language Will Help You Accelerate Your Sales Cycle
What’s the ultimate, late-stage barrier when you’re trying to push a deal through the sales cycle?
Buyer anxiety.
An excited prospect who believes your value proposition...
Now More Than Ever: Personal Presentation Tips for the Digital Age
Over five years ago, I shared my personal presentation tips in a three-part series published in the online edition of “The Journal of Sales...
Why You Need Live Chat Now for B2B
Welcome to the 21st century where communicating with businesses online is instant. Gone are the dejected days when a client would click on the...
How to Write a Compelling Media Kit That Sells
Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if...
Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team
If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never...
Building A B2B Sales Force That Works
The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends...
7 Questions to Build Rapport in Sales
Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin...
