Every company is now a data-driven company. There is no way to avoid it.
With more sophisticated tracking and analytics than ever before, there is no shortage of data to help make business decisions. In fact, the issue companies face is no longer a shortage of data, but far too much of it.
That...
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For decades, being “the little guy” has been a disadvantage, but not anymore.
Larger companies have historically had the advantage of economies of scale, better technology, and stronger infrastructure. But technology is leveling the playing field. Implementing the right tools can help your small...
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When you present to your dream client, you have a choice as to what to present.
You can present “Your story.” “Your story” is your pitch. It’s what you sell when your presentation or proposal speaks only to what you do and how you do it. You feel a sense of ownership of the story, but your...
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The ability to stay creative in sales is incredibly valuable, but is it being overshadowed by persistence?
Inside sales organizations often focus on persistence and with good reasons:
A few now-famous studies once showed that only 2% of sales happen after first contact, with over 80% occurring...
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As salespeople, we generally know that the people we are selling to are being contacted by other salespeople as well: our competition. For this reason, it’s important to find ways to stand apart, in a positive way, from the other salespeople our prospects may be talking to. When your customer is...
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Experts have been quick to tell us that technology changes everything—that Sales 2.0 is an entirely new way of working. And I was one of the first to scream: “No, no, no!”
Social media, marketing automation, the cloud, and other technological innovations have transformed the way we work, but not...
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If the internet is the great equalizer with regard to sales, then what is the role of sales and the salesperson? The role—and the real value of the salesperson—is to disrupt conventional thinking.
The salesperson who merely shares with the customer information the customer can gather on her...
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B2B sales people often resemble and sell like the Energizer Bunny. They’re rarely nasty or point fingers, as often the fault rests less with them than with their environment. Their companies, through their front-line managers, wind them up and off they go, bouncing from one opportunity to the...
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“They’re driving me crazy!” aren’t the words you’d expect to hear from a sales manager of a high-performing team.
As any experienced sales manager knows, top salespeople are essential to a company’s success because they bring in the bulk of the sales. It’s not surprising that many companies make...
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