With business travel at an
all-time low, there is no skill more important to business success (especially
in sales) than the ability to build rapport during a telephone conversation.
When you can't shake hands or
look somebody in the eye, your voice (and your voice alone) must be able...
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In 1971, Herbert Simon, an economist at Carnegie Mellon University, and a future Nobel laureate in economics, wrote a very prescient description of the upcoming information revolution and the impact that the ready availability of seemingly endless quantities of information would have on our...
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It's the Internet age
and many things have changed about the sales process, including how to best
qualify prospects. The old way of firing questions at potential clients is no
longer viable, because information is now readily available to both sellers and
buyers. The customer is now smarter...
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Whether you’re disrupting an industry (Trunk Club),
reaching more customers (CareerBuilder), or
getting more from your sales reps (DocuSign)
we want to know your story. There are
some amazing companies out there leveraging Salesforce, Data.com, and Work.com
to transform the way they...
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Many sales and marketing organizations today have created ROI calculators to help prospects quantify the value of their product or service. And while the concept of an ROI calculator is sound, most get sparingly used by sales professionals in the field, and even then they don’t have nearly the...
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If you’re among those who think referral selling doesn’t scale, consider this: B2B
sales representatives report that referrals generate at least twice as many
closed deals as marketing-generated leads, according to Sales Benchmark Index.
In addition,
referral programs generate 300 to 400...
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Have you ever asked yourself, “Is low price a feature or a benefit?” Few salespeople have asked such a
question, yet so many of them do indeed sell price as a feature.
They often don’t even try to turn price into
a benefit. Honestly, I don’t think it’s a benefit either, but you’ll need to...
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Gain customer intel from behind your own office walls
As sales professionals, we’re supposed
to really understand our customers, their markets, industries,
businesses, functions, and their jobs. It’s critical in engaging them in
discussions about the things they care about. It’s critical to...
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Money is the most commonly used motivator for sales teams, but it has its limits. You want your reps to be A-players? Learn the Secrets of Sales Performance in this infographic. It includes data such as:
7 out of 8 companies fail to achieve profitable growth, although 90% had strategic...
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![Secrets of Sales Performance [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2013/09/6a00e54ee3905b8833019aff4981dd970.jpg)
