Challenge the Status Quo with Insight-Based Direct Questions
When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of...
Your Company’s Biggest Information Security Risk? Your Employees.
Some of the biggest, most damaging security breaches in history occurred in 2015.
Health insurers Anthem and Premera were hacked resulting, in the largest theft...
Three Simple (and Free!) Tactics to Boost Sales Performance
Most sales organizations are not unlike a college class being graded on the Bell Curve. Typically, 20 percent are top performers – these A+...
Close More Sales with Lead Validation
Lead validation is the labor-intensive process of listening to recordings of phone inquiries and reading form submissions generated by SEO, PPC, email marketing and...
Understanding Sales Equity
So Just What Is Sales Equity?
To borrow a phrase from the financial industry, “equity” (the value you receive) is simply your “asset” (what you...
The Dangers of Not Attributing Customer Calls to Digital Marketing
Digital marketing has gone mobile. And thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns...
Self-Service Data Prep: the Secret to Fast, Accurate Sales and Marketing Analytics
Data quality and data access plague analytics – especially in sales and marketing. Let’s face it, whether your role is sales operations or marketing...
Three Things that Keep Sales Managers from Making Intelligent Decisions
When it comes to the productivity, effectiveness and overall success of sales teams, data is key. Having accurate and useful data can make or...
The trick that makes sales training stick
“We spent $2 million on a selling system a few years back and our reps won’t put it into play. So we’re looking to...
It’s Not Your PowerPoint, It’s You
PowerPoint was originally created to improve and enhance presentations. With over 30 million PowerPoint presentations made each day, it has evolved into the default...
