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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.

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    Article

    Your Mid-Year Reset: 5 Questions to Determine If You're on Track

    June 18, 2015 Michael W. McLaughlin

    We're more than halfway through the year. Where do you stand with your goals? If you aren't sure, you should do a mid-year assessment. In this article, Michael W. McLaughlin offers five questions to ask to determine if you're on track or if you need to make some changes.

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    Podcast

    Power Language that Persuades Customers and Wins Sales

    June 16, 2015 Mark Rodgers podcast button itunes button

    In sales, you have to move your prospects where you want them to go. You do that by using power language that gets them to agree to a series of small things. Listen as Mark Rodgers, author of Persuasion Equation, discusses how to use power language and the Principle of Nudge to persuade customers to buy from you.

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    Article

    How Sales Teams Can Use Big Data to Drive Sales

    June 15, 2015 Tom Loveland

    Everyone is talking about big data, but few organizations know if they need it or what to do with it. One company has figured it out and is using big data to break into an untapped market and drive sales.