Category: Sales Experience

June 13, 2019

A lot of lip service is paid to the strategic alignment of Sales and Marketing. But if my clientele of large/enterprise companies and enterprise-sales focused businesses are any indication, Sales and Marketing are not talking to each other at all […]

June 6, 2019

Making sure your sales teams are well equipped is important for any small business. In fact 90% of SMBs use proven methods to make their sales teams better at their jobs. Sales Training Techniques Here’s the 10 top sales training […]

June 3, 2019

A B2B sales funnel doesn’t just capture new business. It’s also your key to nurturing existing customer relationships and learning where your sales process fails to address the pain points of leads. By building a watertight sales funnel, you ensure […]

May 31, 2019

When we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly, however, this capability is critical for sales success. Organizational nimbleness is the ability to understand how organizations work […]

May 30, 2019

As an e-commerce seller, you’re in business to grow your customer base and increase sales. To do this, you have to reach as many people as possible by way of advertising, promotions, and offers. These are all effective ways to […]

May 23, 2019

Here are five sales questions that you should start asking your leads so you can drive more sales. A study published in the Harvard Business Review reveals that after interviewing 200 customers, researchers found that “from the customer’s point of […]

May 17, 2019

In the movie Wall Street, there is a scene where Hal Holbrook’s character tells Charlie Sheen’s character, “There comes a time in every man’s life when a man looks in the abyss, there’s nothing staring back at him. At that […]

May 10, 2019

You can prepare for a customer meeting until you’re blue in the face, but eventually you will be confronted with something you did not anticipate. Whether it’s a change in the customer’s priorities, personnel, or timing, unanticipated questions or objections, […]

May 7, 2019

If you’ve been doing marketing in a professional capacity for any bit of time (three months, 20+ years—you get the idea), you’ve probably dealt with the case of misaligned resources, expectations from stakeholders, and a whole bunch of tasks and […]

May 3, 2019

In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: What are the most important things the customer needs to do next in moving […]