When it comes to sales coaching, guiding a conversation with the artful and strategic use of well-crafted questions is a challenge for coaches of all levels.
After coaching thousands of managers across the globe, I’m overly sensitive to the fact that great coaches coach from their heart,...
Read More
“While marketing is playing around coddling and nurturing prospects, my sales team still needs to close deals and hit quota. We don’t have time for these games and distractions.”
Ouch! Those were the first words out of the mouth of a very competent, experienced and successful chief sales officer...
Read More
You’re the sort of person who is full of good ideas. Some of them could save your company a great deal of money. Others would save valuable time. But does anyone ever listen to you? If only they would. Next time you have one of your light-bulb moments, here are...
Read More
Up to 70% of content created by B2B marketing teams is never usedby sales, according to SiriusDecisions.
While this number is certainly too high, it's not surprising when you consider that sales teams almost never work with their content counterparts to create content. But I'll let you in...
Read More
Today, sales and marketing teams need every advantage they can get to keep ahead of their competition. At Infer, we’ve had the opportunity to work with lots of companies on developing their lead scoring. While every business is a little bit different, in general they’re all aiming to figure out...
Read More
Facebook can be an unwieldy and confusing platform for salespeople who want to take advantage of the opportunity to connect with over a billion people who have Facebook accounts. In this post, I’ll help you understand how you can use Facebook for business in 5 simple steps and I’ll share with you...
Read More
In any sales situation, it’s impossible to make an educated pitch without first understanding the outcomes your buyers are looking for. These 8 questions are an easy way for you to get a clear picture of exactly what your prospect is after.
1. What is the most important outcome you need from this...
Read More
We’ve all attended a training session or meeting where we sat quietly and stared at slides while listening to a presenter drone on about this and that.
For the presenter, it was more important to get through their slides than engage with the group. The session ends with the presenter asking...
Read More
Marketing researchers at Texas Tech discovered that for the average business, 83% of the clients/customers would be willing to provide referrals to that business. Every businessperson, salesperson, and professional knows that building a business through referrals is the most cost-effective,...
Read More
![3 Ways to Create Content That Closes Deals [INFOGRAPHIC]](http://www.salesforce.com/content/dam/blogs/legacy/2014/03/6a017d428022fc970c01a3fcd94561970.jpg)
