The 3 Biggest Sales Engagement Myths
Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three …
Why Workshops are Bad for Salespeople
Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me …
Having Too Many Choices Can Cost You Plenty
Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And …
Close 12 Times More Sales than Your Competition
Technology in sales is not a solution to a problem. It’s a means of solving a problem, and it hinges critically on how well you apply it as one part …
4 Buyer Types – Ignore Them at Your Peril
"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that …
Unsticking What’s Stuck
Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. Stuck deals aren’t just …
Engage Without Stalking
As a sales strategist, I regularly remind people that there’s a fine line between persistence and stalking. Persistence today takes form through engagement online. Get engagement right today and you …
Take Care of You, Take on the World
You know how it goes. You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. Eat a greasy meal …
