4 Things Your Sales Proposal Would Tell You If It Could Talk
The reality is, most sales organizations have little to no process to support their proposal efforts. And, unfortunately, sales proposals rarely see their full...
Sales Velocity: Track It, Then Floor It!
The sales division of a manufacturer is working 300 sales opportunities, each averaging $12.5 million in value. The win rate is 8% and the...
‘Old School’ Sales Techniques Can Still Reap Benefits
While it can almost be guaranteed that you will not purchase a vacuum cleaner from a traveling salesman at your front door any time...
How B2B Startups Can Build a Successful Sales Team with Accountability and Coaching
In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a...
Age of Salesforce: Trends and Insights from Top Marketers
Salesforce users can upgrade themselves with the latest marketing initiatives in the digital age. The future of the marketing can be easily connected with...
Beyond Static, One-Time Training Events
It wasn’t that long ago that a new sales rep joining Ethicon– a world leader in the manufacturing of surgical devices – would go through a training program that...
The Best Stories Sell
We have all endured presentations where the information being delivered was dry, boring and tedious. We sit there and daydream, disengaging from the speaker...
B2B Sales Still Needs A Human Touch
We can easily get lost among the sexy, disruptive and company-changing analytics, automation, customer-driven content exploration and social selling tools that seek to own...
Sales Professionals Need Connectivity to Succeed
Today’s sales professionals are expected to negotiate, close and complete deals while traveling as easily as they can when they are in the office....
The Five-Part Sanity Check
It’s astounding how much leeway salespeople are given in how they go about making calls and making their numbers each year. In many companies,...
