• Live Events

    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.

  • Live Events

    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.

     

  • Live Events

    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. 

     

  • Live Events

    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.

  • Live Events

    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.

  • Live Events

    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.

  • Live Events

    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.

  • Live Events

    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. 

  • Live Events

    Article

    Relationship Selling Isn't Dead; It's Evolving

    June 12, 2015 Kendra Lee

    Some have rung the death knell for relationship selling, but the truth is it hasn't died. It has evolved. Successful sellers understand they must create and nurture authentic relationships with prospects first, and then they can get them to explore new ways of solving problems.

  • Live Events

    Guides & Tools

    [Reference Sheet] PATHS to ActionSM: Facilitating Collaborative Discussions

    June 12, 2015

    Top sellers have exceptional skills when it comes to facilitating collaborative meetings and discovery sessions with buyers. Gaining those skills isn't always easy, though, because there isn't much information about meeting facilitation that is geared toward sales professionals. This framework fills the gap. Called PATHS to ActionSM, it leads you through the five stages of a well-facilitated meeting.