How many times have you tried to make sales coaching work for your team…only to suddenly realize you’re doing the same old thing weeks or months later? Don’t old habits die hard? Have you tried sales coaching before, and found that it didn’t do a thing? Sales coaching does work. You just have to do [...]
According to a story at CIO TODAY, investment in sales acceleration technology surpassed $1.2 billion in April of 2015. That’s a sizable figure which clearly indicates a trend. However, is it a trend your company should join? How many technologies have you seen that were supposed to be “the next big thing,” but then [...]
Are you responsible for prospecting at your business? It's tough when that's your duty as a salesperson. It's hard enough when you just have to make sales. If you have to find your own leads, successful referral selling is a gift from above. And even when you don't have to do your own prospecting, it [...]
Think of your favorite team of all time. It doesn't need to be a sports team (although it could be). It could also be a team you worked on. Somehow, they found something that made them superior to other teams. Or, maybe you've been on a team much the opposite. You had high expectations [...]
Forrester says about 1 million salespeople, or about 22%, will be out of their jobs due to self-service e-commerce by 2020. The study elaborates that, for B2B buyers, 75% of them say buying from an e-commerce site is more convenient than buying from a sales rep. Crazy! That means our nation will have almost [...]
You always hear all these crazy stories about people building their entire businesses on LinkedIn. They have millions of dollars, streams of clients, and all sorts of great and glorious things. So...why don't you have any of those? Are those stories you hear even real? Or do they just get made up so you'll [...]
Congratulations! The fact you're even reading this post shows you pay attention to every detail as you interact with prospects. And every detail counts. Will a compelling e-mail signature close you millions in new business? Not a chance. Could it be that "extra little boost" to the value you offer that helps just a [...]
"Ugh. Here comes yet another e-mail from that guy." When prospects get cold or follow-up e-mails, that's the first thing they think. Are you worried about "pestering" your prospect? Well, in most cases, if that's your fear, the uncomfortable truth is you are probably a "pest." Isn't persistence a good thing? Yes. Prospects like [...]
If it took you just a few minutes to get the direct contact information of almost any prospect, would you use that route? Of course you would. Who wouldn't? Nobody likes wasting hours trying to find the direct contact information of any prospect. Fortunately, the internet makes it easy, and basically free. Check out [...]
Have you ever had this happen to you? You have a great relationship with your prospect. They love you. They love your solution. It's been one of the smoothest and easiest sales processes you've had so far. Everything looks good. Then, you oddly don't hear back from your prospect. Uh-oh. Something's wrong... You reach [...]
