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    Article

    Why Sellers Need to Be Concerned with the Customer Experience

    August 5, 2015 Michelle Davidson

    Product quality and seller expertise are important, but these days buyers expect those. Research shows the customer’s experience—with the seller and everyone involved with the project—plays a significant role in determining not only the initial purchase but repeat purchases.

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    Article

    The Value of KPIs for Tracking Sales Growth

    August 3, 2015 Colleen Francis

    How do you create leading markers that track the behaviors required today for successful sales tomorrow? The answer is Key Performance Indicators (KPIs). Learn what KPIs you must track to ensure you have a healthy pipeline and future business.

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    Article

    5 Reasons You Should Improve the Customer Experience

    July 31, 2015 Ago Cluytens

    Few things have as great an impact on sales performance as customer experience. A good buying experience leads to loyal customers, more referrals, shorter sales cycles, increased up-selling and cross-selling, and trusted advisor status for salespeople.

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    Article

    The Dirty Little Secret about Subject Matter Expertise in Sales

    July 30, 2015 Charles H. Green

    It just may be the dirtiest little secret in professional sales: that subject matter expertise is the key to sales success. Yes, you have to have it, but whether a buyer hires you depends on much more. In this article Charles H. Green explores what goes through buyers' minds during the decision process.

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    The Buying Experience Key to Winning Sales

    July 29, 2015 Michelle Davidson

    Having a great product or service is not enough to win a sale or create customer loyalty. That’s a given—an expectation. Today, the customer’s experience determines if a person buys from you. Given that, sales teams need companywide support. Provide an environment that enables sellers to provide the best possible buying experience.

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    Podcast

    Sales Enablement Critical to Sellers' Effectiveness

    July 28, 2015 Peter Ostrow podcast button itunes button

    Buyers want personalized messages and conversations with salespeople. Generic selling just won't do. To have those conversations, companies must enable their sales teams. They must give sellers the tools, content, and support that allow them to speak to a specific persona, vertical, or even company, says Aberdeen Group's Peter Ostrow.

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    Article

    4 Secrets the Best Salespeople Need to Know

    July 27, 2015 Mikita Mikado

    Buyers behave differently today than they did years ago, and selling tactics have to evolve with those differences. Star sales performers understand that and have adjusted their approach accordingly. Here's a look at four things they do that less-successful salespeople don't do.

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    Article

    Sales Leaders Must Create a Culture of Selling

    July 24, 2015 Scott Edinger

    The companies that win most have a culture in which everyone recognizes that the sales organization is part of the competitive advantage of the business. To create that culture, sales leaders must drive the effort and focus on three fundamental principles.

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    Article

    3 Ways to Improve Your Next Sales Presentation

    July 23, 2015 Michael W. McLaughlin

    It's tempting to blame PowerPoint for bad presentations. The truth is, however, sellers create most presentation slide problems. Before you give another presentation, ask yourself these three questions to make sure it generates excitement and doesn't confuse your audience.

     

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    Be Assertive, Win the Sale

    July 22, 2015 Michelle Davidson

    Assertiveness is essential in the workplace, especially in sales. You have to be willing to call prospects, ask buyers questions, offer opinions, and even sometimes challenge their ideas. Doing so ensures you uncover the true need and offer the best solution.