Jan 06, 2014 By Russ Henneberry

How to Measure Social Media Lead Generation by Channel

If you are having trouble measuring social media lead generation, you're not alone. For most businesses, there are an infinite number of paths to conversion. Most analytics tools attribute a conversion to the last interaction. In other words, unless social media was the "last... Read More

Marketing, Social Media Marketing, Lead Generation

Jul 30, 2013 By Russ Henneberry

How 10 Winning Salespeople Spend 15 Minutes Before a Sales Call

Got an extra 15 minutes before a sales call? Here's how winning salespeople spend that time. The best thing to do with the 15 minutes before sales call is to review the work you did in planning the sales call. You did plan the sales call, didn’t you? You're going to want to... Read More

Featured, Sales, Small Business

Jul 24, 2013 By Russ Henneberry

How to Become a Great Sales Manager from 10 Sales Experts

We asked these sales experts what advice they would give a salesperson that has taken on the role of sales manager. Understand that what has allowed you to succeed in the past will likely cause you to fail as a sales manager. Your ability to win opportunities, your ability to close, and your... Read More

Featured, Sales, Small Business

Jul 17, 2013 By Russ Henneberry

Advice for Young Salespeople from 9 Sales Veterans

Much has changed in the sales game over the years, and much has stayed the same. We asked these sales veterans for tips for the young salesperson. Questioning and listening skills are vital. Close behind that would be pricing integrity. A young salesperson can learn a lot from veteran salespeople... Read More

Sales Cloud, Small Business

Jul 15, 2013 By Russ Henneberry

11 Sales Experts Explain Why Your Sales Team Is Underperforming

If your sales team is underperforming, it's likely because you have a broken process. We asked these eleven sales experts what processes they often find and fix for their clients. The problem usually begins with prospecting—the first part of the sales process. Salespeople are... Read More

Sales, Small Business

Jul 02, 2013 By Russ Henneberry

The Sales Hunter On The Myth That Customers Buy on Benefits

"Before purchasing a cruise, we might picture ourselves laying on a beautiful beach." You've heard it before. "Customers don't buy features, they buy benefits." But Mark Hunter, The Sales Hunter, will tell you different. Great selling is not about features or... Read More

Sales, Small Business