How can you bring value to every sales interaction? In my guest post on the Funnelholic blog, I wrote that the most important thing salespeople can do is commit to their craft. One way to refine skills and build mastery is through reading. The release of The...
Sales generation is the lifeline of any business, whether it is through new customers or renewal business. A overemphasis on getting new customers can sometimes come at the expense of losing existing customers, and new customers cost more than renew customers. So what...
Around the nation, sales jobs are in high demand, especially with many professionals looking for ways to earn more as the economy picks up. Practically every industry is adding sales representatives to bring in more business, streamline lead prospecting and improve...
Social media marketing has evolved beyond counting followers and fans, so why do we still care how many people retweet our tweets and share our facebook posts? We’ve evolved into the era of engagement, but there’s still an inherent sense amongst the...
There’s one big reason companies focus on renewal business: the cost. Renewal business costs less than new business because you aren’t paying acquisition fees or other up-front costs. Your customer is also familiar with you, which means you spend less time...
Life as a salesperson would be great if all our prospects came from warm referrals. However, most of us don’t have large enough networks to rely entirely on referrals. That leaves us, at one point or another, with a list of names and a phone. So if we have to make a...