Sat.Aug 11, 2018

I am not a Feminist. I am a Human Being.

Bernadette McClelland

Someone once asked me if I was a feminist and I said ‘no’. The look on their face was a combination of surprise and disbelief. After all, it was at a women’s networking group.

Pull the trigger

Sales 2.0

In my last post I shone a light on the fact that to prospect you need to have a good prospect list. In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world.

The 3-Step Agile Strategic Planning Process Is the New Normal

Sales Benchmark Index

Go-to-market strategic planning enables executive leadership to make informed decisions. It dictates the development of a path forward into the market. Coupled with an execution plan, shareholder value is created. In the past, strategic planning was a one-time event. Executive leadership.

Icebreakers, Please?

Selling Energy

I’ve written about networking more than once because it can be intimidating, especially if you’re an introvert (hence the book, Networking For Introverts ). Oftentimes the key is being relaxed and personable; however, it’s not always clear what to say or where to start. networking

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Pitch to Win 6 Step Formula: “Content”

Pipeliner

Justin Cohen’s New Book: Final Step #6 “Content”. We’ve arrived at the final step of this series on how to pitch to win, where Jason Cohen and John Golden break down the formula for creating winning pitches. Each week, we’ve covered one step. Step six is content. Fact vs. Story: Stories are a potent tool for culture building, for creating inspiration within an organization, and in sales as well. They are a great way to get people into the buying zone.