We’ve all
heard about the new theory of “the challenger sale,” and how you have to change
your approach to challenge the buyer, if you want to be a rock star in sales
today.
But the
story is not always that simple, says John Doerr author of Wall St. Journal
bestseller, Rainmaking
Conversations,...
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The prospect of cold calling a person is daunting; everyone seems to be busy, and the approach is hardly scientific. How do you ensure that a prospect will return your call or email? How can you best set up a time to meet with someone? What should you say in that initial phone call or...
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Customers have changed and businesses have changed. For your small business, it is either time to create or revamp your online presence.
As a small business, the objectives of a website should be:
Be found
Build trust
Inspire the next step
To help you meet those...
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For all of you entrepreneurs out there, here is
CEO Marc Benioff's
account of how he got all employees to understand the salesforce.com marketing message
and used guerilla marketing to make a real impact. This is an excerpt from Marc Benioff's book "Behind the...
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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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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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Got an extra 15 minutes before a sales call? Here's how winning salespeople spend that time.
The best thing to do with the 15 minutes before sales call is to review the work you did in planning the sales call. You did plan the sales call, didn’t you?
You're going to want to...
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In partnership with The TAS group, this infographic presents ten sobering pieces of data on sales performance. Whether you see it as shocking, or not surprising at all, the data illuminates gaps in sales performance that pervade many of today's sales organizations.
Check out the Sales...
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![10 Things Every Sales Manager Should Know About Sales Performance [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2013/07/6a00e54ee3905b88330192ac41aa40970.jpg)
