Category: Sales

Time is Currency: Are You Losing or Making Money?

Time is Currency: Are You Losing or Making Money?

I admit that I have a freakish fascination with time. I’m always trying to figure out how to optimize tasks — especially recurring tasks. Being sensitive to my own use of time has given me a deeper appreciation for other people’s time. It’s a respect thing. Time is valuable and... Read More»

Don’t Start What You Can’t Finish—the Dilemma with Prospecting

Don’t Start What You Can’t Finish—the Dilemma with Prospecting

The days of “one-call closing” are long gone, yet that is exactly what far too many salespeople are doing. They make one call, don’t get the response they want and move on to the next prospect. Prospecting is all about creating confidence and competence, and this is simply not going... Read More»

10 Ways to Sell to Your Millennial Decision-Maker

10 Ways to Sell to Your Millennial Decision-Maker

This is an excerpt from the 15 in 2015 Inside Sales Trend Report. Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. This ambitious and driven group simply doesn’t see any boundaries when it comes to moving into management... Read More»

How Video Can Make You Better at Sales

How Video Can Make You Better at Sales

If you work in sales, imagine—for a moment—that you could enter a sales call or meeting knowing exactly what’s on your prospects’ mind. What if you knew what they found most compelling, or what confuses them most about your product? You’d go into every exchange armed with the precise information... Read More»

5 Sales Counter-Tactics When Negotiating with Procurement

5 Sales Counter-Tactics When Negotiating with Procurement

Over the past few years, procurement departments have become more powerful, more sophisticated, and at times seem dead-set on commoditizing every aspect of our solutions. For sales professionals, sales negotiations with Procurement is an ongoing struggle of dealing with third party negotiators, blind RFP’s, reverse auctions, commodity pricing, and hardball... Read More»

Accountability Means You Win Big or Try Again

Accountability Means You Win Big or Try Again

Marie, VP of Marketing, predicts that she can increase conversions to sales by at least 40 percent. She wants to conduct a series of disruptive experiments that make everyone nervous. Scott, VP of Sales, is especially on edge. The lead-to-contract rate is already a respectable 7.1 percent for this not-so-new... Read More»

"Boost Your Sales With Channel Partners": A New Salesforce E-Book

"Boost Your Sales With Channel Partners": A New Salesforce E-Book

When it comes to growing your business, a channel partnership is an oppotunity to increase your value proposition to customers and grow your profits. A channel parter offers lead sharing, joint selling and access to different geographical markets to give your business a competitive advantage. But managing these partner relationships... Read More»

Sales Superheroes Sell Value — Here's How

Sales Superheroes Sell Value — Here's How

While many companies complain that 80-90% of their salespeople can’t sell value, they are spraying their sales force with product presentations, and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, these companies should feel blessed that 10-20% of... Read More»

Why You Should Be Tying Your Content to the Buyer's Journey

Why You Should Be Tying Your Content to the Buyer's Journey

The buyer’s journey is a key framework for strategic content management, particularly for fast-growing sales teams. By leveraging the buyer’s journey as the decision point for future content, sales organizations are able to create a much more effective, streamlined process for both the creation and use of content assets throughout... Read More»

6 Habits Worth Forming for B2B Sales Professionals

6 Habits Worth Forming for B2B Sales Professionals

I wrote recently about several New Years habits (vs resolutions) that could help B2B marketers kick-start their 2015. Frankly, many of the habits highlighted could apply to anybody in any role, including sales. However, there are a handful of specific habits, specific to sales, that are worth highlighting as well.... Read More»