Is It Time to Stop Leading With Empathy in Our Outreach?
Things are moving FAST right now. I know you are probably shaking your head, as it seems the world has literally stopped. (Just as so many of your sales deals…
The 3 Things Effective Messaging Must Have – And How to Deliver It
It is so critical to stay in market during challenging times. But once you’ve made the wise choice to stay in market, it’s even more important that you are focused…
B2B Lead Generation Tips You Need Right Now
Right now, sales is more challenging than ever. Perhaps you’re used to a steady stream of inbound leads that have all but disappeared. Maybe some of your opportunities have stalled…
Don’t Neglect Your “Zombie” Sales Leads. They Can Come Back to Life!
Updated April, 2020 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…
4 Reasons the Phone is Your Best Sales Tool
Updated April, 2020 There has been a lot written about the status of sales prospecting and gaining access to decision makers. Most comes under the banner of social/digital selling vs. cold…
Importance of Prospecting for a Healthy Pipeline
What Makes a Healthy Sales Pipeline? Having a sales pipeline with insights into where leads are in your sales cycle is great, but it doesn’t necessarily mean your pipeline is…
Sales Efficiency vs. Sales Effectiveness: Which is More Important?
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…
Are you a “97 Percent-er” . . .
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…
How Bad Sales Behavior is Killing Our Profession
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…
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