Sun.Mar 18, 2012

Do You Prep for the Call? You Should!

The Sales Hunter

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills.

Are You Really Selling or Simply Telling?

Jonathan Farrington

Here is today’s reality: Most prospects at the sales stage have come to expect that a salesperson will probably talk at them, for too long, and about very little - especially their needs.

Trending Sources

The Check Has Been Written

A Sales Guy

Ok, it was a PayPal transaction. Regardless, yesterday I happily transferred $1,800 dollars to Reeces Rainbow to support the Sader family efforts in adopting Charity. It was a great feeling and I’m so proud of this community.

Quota 10

Stop Spending So Much Time Coaching The Bottom Of The Funnel

Partners in Excellence

It’s approaching the end of the month and quarter. Everywhere I turn, people are focused on closing deals– focused on making the quarterly numbers. I sit in lot of reviews, managers and sales people are focused on deals at the bottom of the funnel. “How do we close this deal, what do we have to do to win, how do we get it this month?” ” The focus seems to be exclusively at the bottom of the funnel. It’s as though no other opportunity exists.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.