4 Things to Do to Be Successful in Sales
I was asked recently by a prospect “How do I become successful in sales?”And believe it or not I get asked this question a lot. Many times I’ll ask them what they think they should do to be successful...
View ArticleSales Analytics: Are there too many sales tools or not enough?
Time is money. Every salesman or saleswoman learns that early. If they’re good, the equation goes something like this: Sales Rep + Time = $$ I won’t call that sales analytics – we’ll get to that in a...
View ArticleStep-by-Step Guide to Sales Success [Infographic]
Pardot, an ExactTarget Company, a Salesforce.com Company released this great infographic providing a step-by-step Guide to Sales Success. It provides a good reminder of the attitude a sales rep must...
View ArticleSix Keys to Creating Professional Proposals
If you sell in an industry that requires the use of sales proposals to win new business, you know how time-consuming they can be. Proposals are a lot of work, but when done correctly they are the key...
View ArticleRelevancy: Taking a Play Out of the Marketing Playbook. It’s Just a Unicorn...
The Evolution of Digital Marketing Since the invention of the world wide web in 1990′s, the state of marketing has been changing at such a blinding rate that it’s difficult to imagine how anyone could...
View ArticleYour Top 10 Business Proposal Challenges
Sales is a hard business to be in. But, you do it for the high rewards. Work hard, play hard – however you want to describe it. That’s why it’s that much more frustrating to be held back or tripped up...
View ArticleWhen delivering sales content the medium is the message
Think about the sales content your team uses to close a deal. Whether that’s a sales deck, proposal, or contract, how confident are you that it is on message? How confident are you that they took the...
View ArticleWhat Sales Teams Can Learn From the Red Sox World Series Win
There’s no denying the thrill of victory. As a Massachusetts native transplanted here in Indiana, who favors the National League, I couldn’t help but hold my head high as the bearded brothers showed...
View ArticleHow to Accelerate Enterprise Sales: Velocity and Volume
Enterprise deals are usually described as slow and plodding. Even in today’s ever-accelerating sales environment, it is not unusual to hear about sales cycles that are six months, a year or longer....
View Article2016 State of Sales: Team Trends
For sales leaders, the ultimate goals are closing deals and accelerating growth. But competition is becoming fiercer, and buyers are becoming smarter – which means understanding buyer needs and how to...
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