Technology has dramatically changed the face of the average sales cycle. With a host of new engagement channels to monitor, more educated and savvier consumers, and higher expectations than ever before, companies need the right tools to help simplify and streamline their sales cycles.
With the...
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A successful career in sales requires you to have a thick skin and a stable emotional state. Average days can range from jumping up and down upon landing a major sale, to feeling like the bottom has dropped out from underneath your desk the minute a promising lead decides to go with a...
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One of the most difficult components of being an effective manager is not only learning to keep your employees organized and on task, but to truly know how to motivate employees as well. Unfortunately, not every employee is naturally willing to go the extra mile in their everyday efforts, and many...
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Most sales and business professionals have had the experience of placing a sales call or email pitch and hearing nothing back. The resulting follow-up email is crucial for making or breaking a relationship with a potential client. This article outlines four major mistakes to avoid when creating a...
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If you travel for work, you already know that business trips are anything but vacations; but maybe you’re relatively new to business travel. Here are the things I wish someone had told me before I hit the road, almost 25 years and 1.5 million miles ago.
All too often, business travelers use...
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It’s now commonly accepted that the majority of today’s B2B buying process is completed before vendors are even aware that there is an opportunity. Buyers are staying invisible while they complete research and answer their own questions. Imagine that! Or better—reimagine what you can do about it...
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It’s a long way to the top in any competitive field, and the sales profession is no exception. Salespeople and organizations are tested every day, challenged to achieve and sustain a competitive advantage in front of customers. A relentless quest to improve and constantly get to the next level is...
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As Director of Marketing at AG, there are multiple things I’m responsible for in both marketing and sales departments. One large component of a successful business that some companies seem to miss is bridging the communication gap between sales and marketing departments. Here are 4 tips on how to...
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As a sales professional, how do you describe your “value” or the value of your solutions?
When it comes to creating their organization's positioning statements, many sales and marketing executives either forget or fail to realize that the mind likes it simple. Take, for example, the following...
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