Most VPs of Sales get excited when they think
about the idea of gamification within their organization. Salespeople are a
highly competitive bunch, and the ability to tap into that competitive element
is very natural. Plus, when you can use these new software tools to make an
existing investment...
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This week our televisions give us something exciting to sink our teeth into: Shark Week! It's Discovery Channel’s infamous week of our favorite underwater creature including shows such as Sharkzilla and Return of Jaws.
With the theme of sharks swimming around us, we thought...
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Hire a full-time prospector
How much time do you, or your team, waste prospecting and uncovering prospects that never turn into clients? How much time has your organization spent prospecting over
the last 90 days?
Now, consider how much of that time was spent on
prospects that have not and will...
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Before you pick up the phone or open a new email to contact a sales prospect, you should already be an expert on the people and organization you are trying to reach. Research is as critical a part of the sales cycle as any other step. If you don't know what you're talking about,...
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LinkedIn can set you up for sales success. It's all about gearing your profile toward your sales targets, making your network a priority, and plugging into groups where your potential customers participate.
Although there are many ways to use this social network to
your advantage, The Bridge...
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During the Dreamforce '12 session, 5 Killer Dashboards Every Sales Leader Needs, with Jim Sinai, Director of Platform Product Marketing, it was made clear that dashboards are not just for managers.
Any employee should be tasked with demonstrating their progress and impact on the...
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When you think of sales tools, your mind probably goes to things like brochures, sell sheets, and PowerPoints. But perhaps it’s time that changed. A recent Aberdeen Group report uncovered that top sales teams closed more deals with tablets — achieving an average of 109% of quota. So how can...
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Sometimes the missing
link between a closed deal and lost deal is a stellar first impression. Whether
it’s the first call, voicemail or email to the prospect, you want it to be the
best. So I asked John Barrows,
sales coach and speaker, for his top tips to succeed at these
communication methods....
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Small
business owners are focused on getting bigger and better. While creating
products, building awareness, and selling to a target market can all help
create business, they can't overlook the impact of technology.
With the
right tech know-how, you can grow faster, scale more efficiently,...
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