• Live Events

    Podcast

    3 Ways Salespeople Can Boost Productivity and Sell More

    July 7, 2015 Matt Heinz podcast button itunes button

    The average B2B salesperson uses only about a third of their time to actively sell. That means there's much more they can do to be more efficient, complete more sales activities, and win more deals. Listen as Matt Heinz discusses what salespeople can do right now to be more productive and sell more.

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    Article

    One Simple Concept to Win the Sale

    July 6, 2015 Michael J. Katz

    Pushing extra and unnecessary features onto buyers won't work. To win the sale, keep one very simple, easy-to-remember concept in mind: do what's in the best interest of the customer. These two steps will help ensure you match their problem with the right solution.

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    Article

    If It Isn't Fun, It isn't Selling

    July 3, 2015 Ken Thoreson

    Selling should be fun. If it isn't, you're doing it wrong. In this article, Ken Thoreson explains what sales managers can do to create a culture of fun for their sales teams, as well as what individual sales reps can do to make the sales process enjoyable.

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    Article

    Two Buyers Who Will Hear Your Pitch—and the One Who Won't

    July 2, 2015 Vickie K. Sullivan

    Trying to win the business of every lead that comes your way is futile. You will end up wasting precious time on people who have no interest in buying. Instead focus on those who will give you a fair hearing. Doing so will decrease sales time and increase close rates.

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    Article

    Don't Be a 'Me-Too' Salesperson

    July 1, 2015 Michelle Davidson

    It feels safe to be like all of the others, but it won't help you win sales. To get buyers to notice you and remember you, you need to stand out from the pack. Ask yourself what makes you different, and get the message out to people.

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    Article

    Generating Referrals: Kiss Fewer Frogs

    June 29, 2015 Ivan Misner

    In generating referrals for your business, you want to spend less time with frogs and more time with princes and princesses. At the same time, make sure you aren't a "networking frog" either. In this article, Ivan Misner describes what makes a networking frog and how to be a networking prince or princess.

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    Article

    Why Sales Training Isn't Working, Part 2

    June 26, 2015 Colleen Francis

    Part 1 of this series discussed how the motivation and skill of individual sellers affect sales training efforts. Now it's time to determine where sellers fall on the motivation and skill spectrum, how to leverage their abilities, and how to apply sales training and hold sellers responsible for their progress.

     

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    Article

    Don't Be a Social Selling Lemming

    June 25, 2015 Charles H. Green

    You probably have a social media presence. You might even call it a social media strategy. But is it really strategic? Or is it just a lemming strategy—making you look like a thousand other firms rushing together toward a cliff? There's a chance your social selling strategy may not be very strategic at all. 

     

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    Article

    Sellers Are Still Needed, but They Must Provide Value

    June 22, 2015 Andy Paul

    It doesn't matter whether a prospect contacts you at the start of their buying process or halfway into it. What matters is that when they contact you, you are a source of value to help them make a decision quickly. Offer data, insight, and context that they can't find themselves online, and you'll remain a relevant value-providing partner.

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    Article

    Why Sales Training Isn't Working, Part 1

    June 19, 2015 Colleen Francis

    Before you invest in sales training, determine the motivation and skills of each person on the sales team. Do they want to grow? Do they have the tools to do it? Knowing the answers to those questions will help you decide whether sales training will help them or if it will be a waste of time.