Category: Small Business

You Think Selling Is Hard? It Is Hard Being a Customer Too!

You Think Selling Is Hard? It Is Hard Being a Customer Too!

You’d be forgiven for thinking that being a customer is easier than being a salesperson. All the customer’s got to do is pick a supplier, right? But when the customer makes that buying decision, the risk shifts to them, and the impact of a poor buying decision on the customer... Read More»

How to Provide Inside Sales Training for Millennials [INFOGRAPHIC]

How to Provide Inside Sales Training for Millennials [INFOGRAPHIC]

I’m scaling my training down, down, down these days—two days is too much, one full day is still too much, and a half-day still seems challenging. I regularly get requests for a one-hour training. But what I’m realizing is that it’s not the length of the training, but how it... Read More»

8 Mistakes New Leaders Make and How to Avoid Them

8 Mistakes New Leaders Make and How to Avoid Them

It’s not uncommon for new leaders to make mistakes, but I argue that some of these can be avoided. Below are 8 of those mistakes and how to avoid them: 1. Thinking you need to make every decision Trying to make every decision will only turn you into a micro-manager.... Read More»

Workplace Competitions: The Secret to Better Employee Collaboration?

Workplace Competitions: The Secret to Better Employee Collaboration?

A lot of companies rely on competition to motivate their sales and marketing teams around important initiatives. But here’s something that they might not even realize: With an added dose of friendly competition comes increased employee collaboration. In fact, a properly executed strategy has the power to facilitate coaching and... Read More»

3 Tips for Marketers Who Want to Help Sales Crush Quotas

3 Tips for Marketers Who Want to Help Sales Crush Quotas

Cori Hemmah is a salesperson’s dream. That’s because of her unwavering opinion of what her main priority as a demand gen marketer is, and, in fact, what she believes every marketer’s main priority should be: “To drive sales and convert leads,” she says without hesitation. Cori is Senior Manager of... Read More»

15 Leadership Thoughts for an Entrepreneurial Sales Leader

15 Leadership Thoughts for an Entrepreneurial Sales Leader

Sales leadership is hard. That is particularly true today when the relevance of sales is sometimes questioned, and many hypothesize that the power of the buyer invalidates all professional salesmanship. I disagree with the latter. For me, "professional salesmanship" has always been about a customer-first entrepreneurial mindset, valuing the wisdom... Read More»

Punch Above Your Business Weight [INFOGRAPHIC]

Punch Above Your Business Weight [INFOGRAPHIC]

There's something irresistible about an underdog story. From ancient tales like David and Goliath to much more modern stories like Airbnb and the hotel industry, there's something inspiring and exciting about rooting for the little guy. This disruptive power and underdog mindset are assets all small businesses have at their... Read More»

10 Secrets to a Successful Sales Meeting

10 Secrets to a Successful Sales Meeting

Are your sales meetings productive? Too many sales meetings are nothing more than a series of updates designed to help the sales manager do their job. Ultimately, the salespeople in those meetings dread taking time out of their schedule to attend. Worse yet, they leave such meetings less motivated than... Read More»

"Simplifying the Modern Sales Cycle": A New Salesforce E-Book

"Simplifying the Modern Sales Cycle": A New Salesforce E-Book

Technology has dramatically changed the face of the average sales cycle. With a host of new engagement channels to monitor, more educated and savvier consumers, and higher expectations than ever before, companies need the right tools to help simplify and streamline their sales cycles. With the help of CRM solutions... Read More»

What Peyton Manning Can Teach Sales Managers

What Peyton Manning Can Teach Sales Managers

It was Monday, September 17, 2012, and Peyton Manning had just completed one of his worst games as an NFL quarterback. The four-time MVP had thrown three interceptions in the first quarter alone, on the way to a 27-21 loss to the Atlanta Falcons. It was assumed that Manning’s poor... Read More»