Category: Sales

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»

How NOT to Coach — Lessons from the Soccer Field

How NOT to Coach — Lessons from the Soccer Field

In a previous blog post, I recounted the story of a coach who shouted absolutely useless advice to a team of 12-year-old boys who were trying to win a soccer tournament. More specifically, he shouted: “Come on guys… We really need this one.” Yeah, they already knew that. They already... Read More»

Accountability – The Missing Link In Sales

Accountability – The Missing Link In Sales

Accountability is one of those feel good words in sales that gets tossed around but is often interpreted or re-interpreted to meet or suit a narrow and current requirement, rather than the long term and ongoing success requirements of an organization. When speaking about accountability, it is often discussed as... Read More»

Do Resolutions Really Fill Your Sales Funnel?

Do Resolutions Really Fill Your Sales Funnel?

The New Year’s resolutions checklists are the same every year—mostly about eating healthier, losing weight, managing our finances better, and getting ahead at work. And our inboxes are crowded with marketing messages about products and programs to help us do all those things we’re temporarily gung-ho about. The media is... Read More»