If you find B2B lead generation challenging, you are not alone. Marketing Sherpa’s 2012 B2B Marketing Benchmark Report stated that 74 percent of customer relationship managers believed lead generation was the most challenging aspect of sales. Being a salesperson...
When the time comes for sales reps’ to get their prospects on the phone, they have a lot to remember. What are their openers? What are their objectives? Do they know their prospects well enough? What was that new feature the product team released this morning?...
In a 2010 study for the Harvard Business Review, Lynette Ryals and Iain Davies observed 800 sales professionals in live meetings. They discovered that sales reps exude one of eight personalities, and that only 3 of those personalities (accounting for 37% of the sales...
As a sales professional, you spend most of your time out in the field, building relationships with potential and current customers to increase your sales. Communication is key in your career; without effective, thoughtful communication, these important relationships...