There is no such thing as a hard-and-fast rule when it comes to landing a sale, but there are a lot of myths out there. Below are a few mistruths I’ve heard from sales professionals over the years that need to be debunked.
“The deal is closed”
You want to believe that your deal has closed...
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LinkedIn can and should be one of the most powerful tools in a sales professional’s arsenal as it provides direct access to targeted decision makers and influencers. However, many sales professionals complain that they are not seeing any ROI from their LinkedIn efforts. They are making many...
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If you haven't overhauled your mobile strategy in the last year, you might as well be showing up to the hottest club in moon boots and a comb in your back pocket. Mobile marketing has quickly become the most integral part of the marketing mix landscape.
By following these best practices,...
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Leading a team and doing it well is a tall order, and even taller when it comes to sales.
You've probably seen it before. In a discipline that has long prized top performers, the best individuals often get tapped for management roles and are at a loss of how to manage effectively.
It's...
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At Dreamforce ‘13, we launched the first annual Sales Surfboard Awards program, recognizing 18 customers who had the most outstanding stories of innovation and sales success. Our three overall award winners were:
Best Overall Enterprise Business: Netapp Jane Vaillancourt, VP WW...
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The last decade has seen tremendous advances in how companies market to and transact with customers in an increasingly digital world. However, other than advances in CRM and marketing automation, not much has changed in how sales people learn about and interact with prospects. The time is right...
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Innovation is a word that gets thrown around a lot in today’s business landscape. It can mean a lot of different things in a variety of contexts. But the fact of the matter is if a company is going to innovate, they must first get the culture right.
Adam Bryant, who has interviewed more than 200...
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Lead generation can get complex quickly, so let's establish the basics before we even consider mentioning any marketing apps from the AppExchange.
Aim Before You Fire
Before you campaign for leads, you need to figure out your target. Who are your current customers? Which titles...
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How are you? How are you doing? How’s it going? We ask questions all the time. And the next time you’re in front of a potential client should be no different, but knowing which questions to ask may be the making or breaking point of that sale.
Why ask questions?
Any experienced...
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