effectiveness: noun “the degree to which something is successful in producing a desired result; success” efficiency: noun “the ability to accomplish or produce something with a minimum amount of time…
In a mature B2B sales operation, Marketing and Sales have to communicate with each other. Part of that communication is to invent an internal language specifically designed to identify the treatment of prospects…
Chris and Tom were hiking in the woods when, all of a sudden, they see a big black bear about 100 yards ahead of them. Shocked, the two guys look…
The job of sales people has become increasingly difficult. Buyers are inundated with emails, calls, social media posts and piles of content marketing—and buying is so complex that indecision has…
Football season is here! Most diehard football fans know that are the great lessons from the game that apply to situations in real life. For instance, the strategy and preparation…
“Practice makes perfect,” they say as you grow up with a ball in your hand or instrument at your feet. That same theory held true with sales when you entered…
Photo credit: Chuck Cook-USA TODAY Sports Managing a team, whether it’s a sales team or a football team, is not easy. Expectations are always high, and all eyes are on…
Leaving the perfect voicemail is a critical sales skill Anyone in business development does (or should do) a lot of outreach. They do research, send emails and hopefully, use the…
Twitter usually isn’t the first social network that comes to mind for lead prospecting. According to our 2015 State of Social Selling Survey, B2B sales professionals perceive LinkedIn as the most valuable…
