The way successful companies sell has changed. Much of the time, your prospects just don’t need an in-person meeting to reach a sales decision. Thanks to email, phone calls, and web conferencing technology, there’s little that can’t be communicated remotely. Switching to a remote, or inside sales,...
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“Sales is Leadership / Leadership is Sales." For the past ten years, I’ve been sharing this phrase with nearly every audience I’ve spoken to. Why? It’s simple. The phrase is much more than six words. It’s the foundation from which to create a sustainable and scalable...
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If we’re being honest, we all prefer to do business with people we know, like, and trust. In today’s online world, however, trust building means something very different than it once did. Reputation and trust building used to be controlled by marketing. Now the Internet and social media give...
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Inside salespeople are struggling to survive in today’s dying telephone culture. But there are still a lot of dialers out there to create connects and the phone continues to be one of the biggest workplace interruptions, with email trailing behind.
We are in the business of engagement, trust, and...
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If you stop to think about it, salespeople have always been mobile. That’s according to Joseph P. Smith, Product Manager of Business Development for North State, a fiber-based internet, voice, and entertainment services company in North Carolina. And it makes sense. North State’s sales team, like...
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In January 2014, mobile app usage surpassed desktop usage for the very first time according to Internet analytics company Comscore. While this massive shift in computing behavior has been buoyed by the massive surge in consumer mobile usage, mobile is making its presence felt in the business world...
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You are always the Chief Sales Officer of your company, startup or entrepreneurship. Even if that’s not your job title, it is your job function. Even if you work for somebody else, you are the CEO of your career. Even if you don’t have a background in business or sales, your goal is to become a...
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Do you know exactly what to say to a prospect or customer that captures their attention so succinctly and effectively that they want to talk with you and are actually asking for more? If you are being honest with yourself, the answer is probably “No.”
If that is the case, then how can you expect...
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"79% of salespeople who use social media as a selling tool outperform those who don’t."
-Social Media and Sales Quota Survey.
If you had been told ten years ago that your customers would write down all their wants, needs, opinions, and thoughts, and then publish them for the...
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