How Presentation Management Bridges the Gap Between Sales and Marketing
How many times have I heard a salesperson curse the marketing maven that created his deck. From a sales point of view, those slides...
Is the Sales Coach Obsolete?
Recently a major hotel chain removed desks in some of its rooms in an effort to attract millennials. The rationale was that younger customers...
Maximizing Your Full Sales Potential: Three Questions to Ask Yourself
The sales industry, like most other industries, is extremely competitive. Experts in the field are capable of consistently closing sales and meeting quotas, but...
Are Shorter Sales Presentations Better?
Sales teams hear it all the time: “Keep it short and sweet.”
With the latest reports claiming people now only have an attention span of...
The Challenger Customer: A Q&A with Matt Dixon (Part II)
Editor’s Note: This is part 2 of a two-part interview between author and consultant Tim Sanders and Matt Dixon, a group leader at CEB...
The Challenger Customer: A Q&A With Matt Dixon
Editor’s Note: TimSanders, author of “Dealstorming,” interviewed Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.”...
Are Your Sales Teams Order Takers or Collaborators?
The time has long passed since a sales team could assume that a great presentation about their product or service would get them the...
5 Best Practices in Lead Scoring from the Lens of a Revenue Marketer
Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will...
The Next Step for Your Insights Message
Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story. But new research shows that if...
Executive Calling: The Wisdom Behind Calling Higher
For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea...
