Babette Ten Haken
NOVEMBER 13, 2017
Technical decision makers are skeptical by nature. First, they do not assume anything, including the validity of marketing and sales materials. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article.
No More Cold Calling
JULY 29, 2021
This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.
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Mereo
MARCH 17, 2021
Read the March Issue of Top Sales Magazine for tips on selling to C-suite executives. Between virtual selling environments freeing up leadership’s time and tightening budgets gaining more attention, members of the executive team are participating in sales calls now more than ever before. Catch a sneak peak of the article here:
No More Cold Calling
JULY 27, 2023
Rachel, a sales VP at a large technology company, was frustrated with her sales team. She knew they relied almost exclusively on technology for generating sales leads. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Technology doesn’t close deals.
Mereo
MAY 6, 2021
Read the 2021 May Issue of Top Sales Magazine for Mereo principal Andy Carlson’s value calculator best practices. We even complimented the sales guy about the cool tool we found online, and he was surprised. “Oh As even the Peloton bike sales guy implied, they are not often that effective in closing the sale.
No More Cold Calling
MARCH 31, 2019
Does age really matter in sales? At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. Why Women in Sales Don’t Want to Work for You. Whatever the reason for the change, the rallying cry is to attract women in sales. It was 2007. It was 1936.
Understanding the Sales Force
OCTOBER 21, 2013
Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.
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