Categories
Blog Sales Sales Advice Sales and Marketing sales for life Sales Inspiration Sales Kickoff Sales Leadership Sales Management Sales Process sales strategy sales training sko planning kit

Do’s and Don’ts for your 2019 Sales Kickoff

Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it would be timely to share my observations, tips, do’s and don’ts in a blog.

Categories
b2b marketing Blog Develop Sales increase sales leads LinkedIn marketers marketing tips Sales Sales Advice Sales and Marketing sales for life sales transformation salespeople Social Selling

Why do Sellers Lose Key Accounts?

One of the worst nightmares faced by sellers in B2B sales is when a key account goes from an active stage to a closed stage, in other words when it is lost to a competitor.

Categories
Blog Develop Sales increase sales Sales Sales Advice Sales and Marketing sales for life Sales Inspiration Sales Leadership Sales Management sales training

How Do I get Started with my 2019 Sales Plan?

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. Questions like:

Categories
Blog Sales Advice

What Sales Reps Should Say When They Call a Prospect

Although many have speculated about the viability of cold calling in the face of social selling and digital selling methodologies, it seems as though even the cold call has been retooled for the modern sales department. Nothing is “dead” except for single-channel prospecting.

Establish a daily routine on social platforms to find, educate and  authentically engage buyers. 

Categories
Blog Sales Advice

5 Things to Do before Your Prospecting Calls

Although many have claimed cold calling is dead, the only thing that’s gone by the wayside in the sales department is the idea of single-channel prospecting. Today’s sales leaders know the importance of moving prospecting to multiple channels.

Establish a daily routine on social platforms to find, educate and  authentically engage buyers. 

Categories
Blog Sales Advice

3-Minute Call Prep Best Practices – Strategic Ideas

You have a call today via video or phone, and you’re scrambling with your personnel research. Come unprepared with stupid questions like, “tell me a little about your history with XYZ” when it’s all over their LinkedIn profile… you’re a dead duck. But, this blog isn’t about the generic stuff people will guide you to look for:

Categories
Blog Sales Advice

Why You Need to Stop Cold Selling Immediately

Marketing and sales pundits have been quite eager to declare the death of older techniques like cold calling. With the advent of social selling and digital selling, many sales leaders have been inclined to believe these platitudes.

Ensure you know industry best-practices for skill-based training with this  executive kickoff planning kit.

Categories
Blog Digital Selling Sales Advice Sales Management

The Basics of How To Leverage Customer Success as a Growth Engine

customer-success-growth-engine

As the SaaS and technology industries become more crowded with niche products, software companies are facing new challenges around customer retention. Specifically, companies are struggling to meaningfully onboard clients and help them understand their product and its true value, which results in subpar retention rates.

Categories
Blog Sales Sales Advice

What It Takes To Be An Overperforming Salesperson

overperforming-sales-person.jpgSometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their quota. That was the starting point for a survey by the Harvard Business Review that looked at the motivations and personal attributes of overperformers in the sales arena.

Categories
Blog Digital Selling Sales Advice

Beyond Personalization: Using The Tech Stack For Higher Quality Prospecting

When it comes to prospecting and early prospect engagement, it’s crucial that Sales Leaders optimize their technology stack to reach modern B2B buyers actively seeking valuable solutions to their problems.