Category: Sales

SlideShare: Do's & Don'ts of Social Selling

SlideShare: Do's & Don'ts of Social Selling

Although it has been slow to gain mainstream momentum as a sales tactic, social selling has been generating results. According to Socially Centered Selling, all the way back in 2012, 72.6% of salespeople who used social selling outperformed their peers. Top performers have been using social selling to get results... Read More»

Entrepreneurial Lessons from the Moon Landing

Entrepreneurial Lessons from the Moon Landing

“I think we’re going to the moon because it’s in the nature of human beings to face challenges." —Neil Armstrong 45 years ago today, man first set foot on the moon. Neil Armstrong's little bounces across the lunar surface, broadcast around the globe in grainy black and white, captured the... Read More»

25 Marketing Automation Tips From Sales, For Sales

25 Marketing Automation Tips From Sales, For Sales

Sales, marketing, marketing automation—all pieces to a puzzle that fit together a lot more neatly than people think. If you’re evaluating a marketing automation solution and are worried about adoption at your company, you can rest easy knowing that both your marketing and sales teams will benefit from implementing an... Read More»

Five Truths About Sales—That Just Ain’t So

Five Truths About Sales—That Just Ain’t So

­ Will Rogers once said, “It isn’t what we know that gives us trouble—it’s what we know that ain’t so.” There’s plenty of “what we know” in sales. Unfortunately, much of it is based on anecdote, theory and belief—not evidence. And some of our most cherished beliefs, it turns out,... Read More»

Sales Mastery: 7 Secrets for Lifelong Sales Success

Sales Mastery: 7 Secrets for Lifelong Sales Success

The highly successful sales professional is able to adapt and grow in any market environment precisely because they aren’t satisfied with their present level of competency. Instead, they constantly ask themselves two questions: 1) what do I need to learn that I don’t know now, and 2) what do I... Read More»

The Evolution of Social Selling

The Evolution of Social Selling

The business of selling has always been social. Though the end results of generating new revenue are still the same, the tactics—like anything in life—must change to meet the current landscape. A brief history of sales The art of bartering is sales in its earliest form; for the most part,... Read More»

New E-Book: How to Be Your Own Marketer Part 2

New E-Book: How to Be Your Own Marketer Part 2

Salespeople have more opportunity than ever before to take control of the way they market to and interact with prospects. Marketing is no longer taking place exclusively on the macro-level of campaigns and advertisements. New micro-level marketing opportunities are appearing in the form of one-to-one email nurturing, social media engagement,... Read More»

Infographic: Do's & Don'ts of Social Selling

Infographic: Do's & Don'ts of Social Selling

Old habits die hard. This old adage is exceptionally true of ingrained behaviors like sales tactics. For years, the sales game remained relatively stagnant, but in the past few years, technology has dramatically changed consumers and is facilitating a major paradigm shift in sales tactics and strategy. Nowhere is this... Read More»

I Hate Prospects

I Hate Prospects

Okay, I don’t actually hate prospects—I just hate calling them “prospects.” My priority is to create customers who become advocates. That's why I also hate the old-fashioned tug-of-war methods most firms still employ to capture customers...it doesn't get the relationship off on the right foot. Old School vs. New School... Read More»

7 Principles for Successful Sales Leadership

7 Principles for Successful Sales Leadership

One of the perks of my job is the interaction I am privileged to have with so many really great sales leaders around the world. In a recent tour of some of our great customers, I was struck by some common principles that are applied by those sales leaders who... Read More»