Unless you’re selling Girl Scout cookies to family and friends, your prospects aren’t making purchasing decisions based on how much they like you. High-level prospects are far more concerned with buying from someone they trust and respect.
If you want to be seen as a trusted advisor so you can...
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According to the song, video killed the radio star. But the recent explosion of easy-to-use video tools has also made video a killer opportunity for salespeople to create content and share with prospects and customers. It captures all of the nuances of in-person communication with the ease of...
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Sales forecasting is a hot topic. From allocating company resources to communicating expectations to investors, sales forecasts play a key role in maintaining a healthy enterprise. Over the past two years, in conversations with senior sales executives, most have expressed anxiety over their team’s...
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Nothing motivates your prospects to buy quite like pain does. If your prospects are facing challenges that negatively impact their business, make it difficult to do their jobs well, or cost them lots of money—that’s the pain you want to discover and leverage.
If you can identify your prospects’...
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Note taking is a critical skill for sales professionals. How well do you take notes? What do you do with your notes after you've taken them? My thoughts turned to note-taking as two people commented on my notes recently. Note-taking is something I take for granted —no doubt, we all do. I thought...
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We recently brought business leaders together at our Salesforce CPQ Campfire Event in San Francisco. One thing was made clear from our discussion right away—CPQ is critical for the front and back office. If a sales organization is not using the right processes and technology to close deals, it...
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Here’s a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight, not eyesight. As they achieve true sales wisdom, it’s like they’re using GPS while the competition is selling blind.
Instead of asking WHEN or HOW, Sarah intuitively...
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It's no secret that salespeople spend a tremendous amount of time in email. In fact, according to a study conducted by McKinsey, the average sales rep dedicates 28 hours per week to reading and writing emails.
Despite its importance to working professionals, email hasn't changed much since it was...
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Managing a team of sales professionals who are focused on selling to senior executives isn’t easy. You want to give your reps all the tools necessary to achieve their sales targets. It’s your job to make sure they bring home fat commission checks … and you do too.
The problem is, the top executives...
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