Customer research used to be a time-consuming task for salespeople. If you spend your time stalking instead of talking, you’re behind the times (and you’re probably falling behind on your sales quotas too). Relying on company news feeds to provide customer...
Practice makes perfect: How passionate salespeople polish their craft “The younger generation — they are over Twitter, they’re over Facebook, because their parents are using it. But our customers are the parents. The executive buyers and the...
It’s no secret that buyer personas are a valuable B2B marketing tool. These highly descriptive personality profiles help marketing teams know their buyers nearly as well as they know their close friends, allowing them to create irresistible marketing messages that...
Valuable Sales Tools > Trite Sales Mantras Who can forget the epic monologue delivered by a young Alec Baldwin in the film version of Mamet’s classic “Glengarry Glen Ross,” a seminal commentary on the sales world of the mid-1980s. The arrogant sales...
Sales teams easily slip into boring routines, and they come across loud and clear. This happens when employees feel like sales are driven by luck versus skill. Change the focus in your office and boost effectiveness by rooting out these common ills: Wasting Time on...
We were thrilled to host yesterday’s webinar with Jill Konrath on “Five Strategies to Jumpstart Your Sales.” Konrath is an expert seller, business advisor, and the author of “SNAP Selling,” a #1 best-seller on Amazon. She’s advised many big companies on...