Category: Sales

5 Ways NOT to Communicate With Your Sales Team

5 Ways NOT to Communicate With Your Sales Team

What’s a common issue in many relationships? Communication. This is true when it comes to friends and family, as well as co-workers, a boss, employees, and more. What can often be confusing is many of the ideas touted as solutions for better connecting to and communicating with others, often only... Read More»

3 Big Reasons for the Shift to Inside Sales

3 Big Reasons for the Shift to Inside Sales

The rise of inside sales is a trend that is likely to accelerate. A 2013 study by InsideSales.com, a manufacturer of cloud-based sales tools, shows that inside sales is growing 300% faster than field sales. Projecting from U.S. Bureau of Labor Statistics data, InsideSales.com expects the number of U.S. non-retail... Read More»

FREE E-BOOK: 10 Advantages of a Mobile Sales Team

FREE E-BOOK: 10 Advantages of a Mobile Sales Team

“Work is no longer a place you go to. Rather, the workplace is defined by the tools you use, wherever you are.” - Matt Kaplan, VP of Products at LogMeIn The way we work is changing fast. The isolated, lone wolf style sales professionals of the past are no longer... Read More»

The Real Cause of a Lost Sale May Be All in Your Imagination

The Real Cause of a Lost Sale May Be All in Your Imagination

Think of the objections you hear that prevent you from closing sales. Are you hearing these reasons directly from your prospects & customers or is it all in your imagination? Discover the leading cause of lost sales, pipeline constipation, missed sales targets and forecast inaccuracy. Whether it’s around your sales... Read More»

FREE E-BOOK: How to Decide Which CRM Solution is Right For You

FREE E-BOOK: How to Decide Which CRM Solution is Right For You

Your business is growing and you’ve decided the time is right to add a customer relationship management (CRM) system to the mix. Congratulations! Implementing a CRM solution to help take care of customer relationships, as well as the data and information associated with them, is a big step, but also... Read More»

4 Ways Marketing Tools Can Help Sales Reps Better Connect to Customers

4 Ways Marketing Tools Can Help Sales Reps Better Connect to Customers

The strict divide between sales and marketing is disintegrating. The sales process has become more fluid as leads move back and forth during the sales cycle, giving teams in both departments one more reason to start working more closely together. Today, sales reps have just as much responsibility as marketers... Read More»

10 Surprising Ways CRM Can Help (And Can't Help) Your Business

10 Surprising Ways CRM Can Help (And Can't Help) Your Business

There is general agreement that CRM is a game-changing tool that can help businesses scale faster and work smarter. Yet, despite this step forward, there is a tendency for companies to see CRM systems as a cure-all, and then experience disappointment deeper into implementation. This happens in large part due... Read More»

16 Traits of Good Sales Reps and Bad Sales Reps

16 Traits of Good Sales Reps and Bad Sales Reps

Your company likely has training documents for sales reps to learn about your products and your sales processes. But have you put together anything that explains what makes a good sales rep and what makes a bad sales rep? Have you truly set expectations beyond daily, monthly, quarterly and yearly... Read More»

4 Ways Managers Can Better Empower Their Sales Team

4 Ways Managers Can Better Empower Their Sales Team

It’s more important than ever for business leaders of today to empower their employees. Setting them up for success is all about allowing for collaboration and engagement, and abandoning the “command-and-control” management style of old. This idea is the focus of Dan Pontefract’s title, Flat Army: Creating a Connected and... Read More»

LinkedIn Selling for Small Business Owners

LinkedIn Selling for Small Business Owners

Last year, I presented at a gathering of 50 small business owners and leaders. Most were younger than me. When I asked them about social selling, such as how many had LinkedIn profiles, less than a third did. When I asked how many of those had been on LinkedIn in... Read More»