Modern customers have changed the rules of sales. Today’s business buyers don’t contact suppliers until 57% of the purchase process is complete. And only 9% of people stay on a mobile site or app when it’s not satisfying their needs. That means salespeople need to adapt to a new breed of...
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Imagine if each member of your sales team was equally as effective at sharing the stories told by the top 10% of your salespeople to help customers get past the five most common value gaps.
You would achieve higher win rates, shorter sales cycles, and higher margins.
But if you don’t teach your...
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Conventional wisdom says that sellers must communicate tangible value to clients in order to keep them happy. But keeping them happy is not enough. To accelerate your sales, you must ensure they are satisfied and loyal.
How can we ensure satisfaction and loyalty within our client communities? By...
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As the saying goes, we all have the same 24 hours to work with each day. How each of us uses their 24 hours and how much is accomplished can be vastly different, however. It's amazing how much time can be wasted or mismanaged in a work environment, especially by toxic employees. The following are 5...
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Information and the insights that can be derived from data is changing the world in almost every conceivable way. There are many components to this transformation but the most basic are our new abilities to capture massive amounts of data instantly, using new, more powerful tools to analyze that...
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Over 1 million people run their business on Salesforce. What’s your Salesforce1 Smart Move?
If there’s one thing we know about modern business, it’s that a mobile strategy is critical. Today’s customers are mobile-first — and in order to succeed, businesses must be mobile-first, too.
At Salesforce,...
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Great sales pitches are a real art.
It takes creativity, skill, brainpower and lots of research to create a great sales pitch — which these days is probably a misnomer, anyway.
Today, salespeople have so many tools at their disposal that they don’t need to pitch a product or a service. They can...
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A rose is a rose. And a sales call is either cold or hot. No exceptions. Hot calls yield a fantastic rate of return, but unless salespeople actually know their prospects, their sales strategy is ice cold.
That is, unless reps receive referrals—the secret to never making another cold call.
Let's set...
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Let’s play a quick game of “would you rather.”
Would you rather:
Drive to the bank, find a parking spot, and wait 15 minutes for an available teller to deposit a check OR
Deposit a check by taking a picture of it on your smartphone?
Would you rather:
Call customer service, press a series of...
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