Category: Sales Process

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Tom Peters States “Training Is the Number One Profitability Strategy for Your Company”

Tom Peters’ 2018 book The Excellence Dividend  talks about how critical skills and capability development is for any department in your organization. In fact, he states that training is the number one profitability strategy for your company.

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Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as you’re looking for an account management motion. While these accounts may or may not be existing customers, the 500,000,000 user database in LinkedIn is of little consequence to you.

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Account Planning: Competitive Intelligence & “Seeking out Poison Pills” in key accounts

knowledge is power

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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.

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How to Plan, Execute and Drive Results?

2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve their B2B sales objectives. As per the survey conducted by Vorsight, most sales teams conduct their annual Sales Kick Off meetings in January. The last few months of 2018 are ideal for sales leaders, sales operations and C-Suite to take the necessary steps to ensure the success of next year’s sales kick off.

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Blog Sales Process Social Selling

Winning Over The C-Suite With A 3-Front Sales Strategy

Winning Sales

Nobody wants to hear, “I’ll check with my boss.” It usually means that sales loses control of the presentation and will be shut out of the Q&A session, if there ever is one. That’s one of the reasons why every salesperson should strive to get through to the C-suite from the start. Then sales just has to sit back as the gravitational force of management pressure can work its magic on the procurement team.

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Kickstarting Your Modern Prospecting Routine: A Guide For Salespeople [Infographic]

Despite hype in the modern sales community, nothing is “dead.”

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Blog Infographics Sales Process

How To Sell To Millennial B2B Buyers [Infographic]

Make way for a new generation: New research shows that 73% of Millennials are involved in B2B purchasing decisions. But most sales teams are stuck in the past, selling to an outdated buyer and missing out on a huge opportunity.

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Blog Sales Process

Why You Should Not Respond To That Lead Right Away: Dodge Low, Punch High

dodge-low-punch-high.jpgYou get a new lead and you can tell immediately by the @domain.com name that it’s at least a good firmographic prospect.

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Blog Sales Advice Sales Process

7 Simple Steps To Nurture Prospects When They’ve Gone Dark

nurture prospects darkIn sales, a lot of things can trigger a migraine. Your team didn’t make the cut this quarter. Some customers have ridiculous expectations. An account manager failed to go the extra mile for a client that took an insane amount of effort just to bring in. Prospects who seemed to have already seen the light have suddenly turned dark … just when you thought they were a mere nudge away from opting in. Even with the most effective sales pipeline management, leads can sometimes slip through the cracks.

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