Category: Sales

6 Tips for Turning Telesales Agents Into Demand Generation Pros

6 Tips for Turning Telesales Agents Into Demand Generation Pros

Are you throwing away sales? You are if you’re not helping your telesales agents to reach their potential. You can awaken their abilities and realize results. Below are six quick tips for igniting your agents’ inner talents and turning them into demand generation pros. 1. Cultivate Soft Skills In the... Read More»

The Most Powerful Question in Sales (and 3 Ways to Use it)

The Most Powerful Question in Sales (and 3 Ways to Use it)

As sales leaders, we’re often approached by our reps to weigh in on deal strategy. “What should I do? …" “...I have this customer who’s interested in our solution and I’m trying to figure out how best to position our value.” “...I’m putting together a presentation for the customer’s executive... Read More»

Optimizing Lead and Referral in Banking [Infographic]

Optimizing Lead and Referral in Banking [Infographic]

As software ‘eats the world,’ tech disruptors are no longer nipping at the heels of traditional banks; they’re in their kitchens cooking Thanksgiving dinner. Why is this happening? Information siloes and other obstacles to cross-team collaboration at traditional banks contribute to a startling 63% of leads that fall through the... Read More»

Accelerating Sales Requires 3rd Party Data

Accelerating Sales Requires 3rd Party Data

As Andy MacMillan, SVP & GM, Data.com, discussed in the Data.com Keynote at Dreamforce last week, how we think about customer data is changing. Now, you need to look outside the four walls of your business to get the best customer intelligence. While creating this multi-dimensional customer view is critical... Read More»

The Check Six Measures: Managing Like a Pilot

The Check Six Measures: Managing Like a Pilot

My father retired was a Colonel in the U.S. Air Force, and he spent many years teaching at the Air Force Academy in Colorado Springs. One thing he always taught his students about flying—and me, when I started driving—was "check your six." In military parlance, your "six" is the area... Read More»

How Protocols Will Change Sales

How Protocols Will Change Sales

I recently read an article about the demise of solution selling. It described how salespeople who are following the traditional methods of selling (seeking out the pain) are losing to the new breed of “sales disruptors." These are salespeople who find solutions to business problems that prospects were not even... Read More»

3 Reasons Why Your Sales Enablement Efforts Will Fail

3 Reasons Why Your Sales Enablement Efforts Will Fail

Sales leaders are driving significant change in how their sales people go to market. Much of this change is labeled “Sales Enablement." The focus is on automating the sales process and equipping salespeople with the right tools at the right time. In other words, developing a sales playbook. There are... Read More»

3 Savvy Self-Promotion Examples For Professionals

3 Savvy Self-Promotion Examples For Professionals

We have all been exposed to the brash, unethical type who simply is not in tune with the delicate balance between over-promoting and under-promoting himself, right? One of the unfortunate ripple effects created by over-the-top self-promoters is that their behavior causes good, solid contributors to shrink back when it’s time... Read More»

Do You Know Your A, B, C's? How to Dramatically Improve Revenue & Profitability

Do You Know Your A, B, C's? How to Dramatically Improve Revenue & Profitability

Depending on the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept, essentially the client generates a list of all their customers showing total combined revenues and margin over a... Read More»

4 Reasons Salespeople Must Be Marketers

4 Reasons Salespeople Must Be Marketers

I’ve named the group of folks that believe the “social selling” tools are the only things necessary to sell effectively “the social media mafia.” They’re loud, homogenous, and they’re wrong about social media being the only method for prospecting today. The old ways are still effective, and the social media... Read More»