Sales 2.0

APRIL 28, 2018

I’m going to be writing about survival. Sales survival. How to do you keep your job if you’re in a new sales position or how do you keep afloat if you’ve been given one of those “greenfield” opportunities (aka you have no relationships in the market)? If you’re selling in the tech sector you may well have heard of (or even be selling) “Agile development”.

Up-Sell 150

Up-Sell Follow-up Groups Research 150

Mr. Inside Sales

APRIL 28, 2018

If you are a regular reader of my blog, then you know I work in a variety of industries and with many different companies in those industries. At first, when new companies are going to engage with me, some will ask what kind of experience I have in their specific vertical. My answer is always the same: sales skills and best practice selling techniques are transferrable.

Conversion 120

Conversion Inbound Industry Insurance 120

SalesHood

APRIL 28, 2018

We live in an era where people expect a dynamic sales content library that's searchable and personalized with recommendations. The old static file repository of materials is not how we should be thinking of a modern sales content library. We get asked all the time: What should be in a sales content library? Before [ ] The post What Should Be In Your Sales Content Library?

Sales 76

Sales 76

Selling Energy

APRIL 28, 2018

Sales managers deal with employee burnout on a regular basis. Sometimes the burnout comes from too much workload or too much networking. Whatever the source of burnout may be, it’s important for managers to have some coping mechanisms to help employees stay positive and productive. A recent article published on the Fast Company Blog suggests learning how to recognize signs of burnout or setting the tone with a team culture code can prevent it from happening.

How To 40

How To Energy Networking Positioning 40

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Pipeliner

APRIL 28, 2018

“Building Trust and Rapport” was the headline in an invitation I received in the mail for a full day sales seminar being held at a local hotel. The small print listed trust and rapport as a “necessary sales skill,” but it caused me to ponder: is building trust and rapport a learned skill or an earned component of a relationship? Are buyers adverse to the idea of a salesperson “learning” how to build trust and rapport?

Hotels 40

Hotels Case Study Buyer Influencer 40