Your source for sales strategy and modern selling tips

  • Boosting Sales Productivity

    Tips for Increasing Sales Team Productivity and Collaboration

    April 25, 2019

    A career in sales has long been viewed as an individualistic endeavor. Flip on any classic sales movie and you’re bound to find a tale of one man or woman overcoming the odds through sheer will and determination. Throughout much of history, it’s been an accurate portrayal. Success was defined by your hustle, your personal rolodex, and your ability to close with...

  • Is It Time for You to Cast a Narrower Net?

    April 24, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. So much of lead generation traditionally focuses on sales and marketing teams casting the widest nets possible in hopes of snagging a few qualified prospects. One problem with that approach is the time it takes to sift and remove all the debris that is also collected...

  • Building Trust in the Sales Process

    We Asked 11 Sales Influencers about How to Build Trust in the Sales Process. Their Responses May Surprise You

    April 23, 2019

    The LinkedIn State of Sales report confirms that the trust factor is a key to closing deals. In the most recent report, sales professionals in the United States rank trust as the No. 1 factor in closing deals (40 percent) — above ROI and price. More important, 51% percent of decision makers rank trust as the top factor they desire in a salesperson. Other...

  • Sales Outreach Email

    This Week’s Big Deal: Crafting the Perfect Outreach Email

    April 22, 2019

    Twelve million. That’s how many outreach emails were analyzed by Backlinko and Pitchbox for their new study, designed to determine...

  • Inspirational Sales Leadership

    The Transformative Power of Inspirational Leadership

    April 18, 2019

    Editor's Note: This guest post was contributed by Hayden E. Stafford, Corporate Vice President-Global Microsoft Business Applications,...

  • Wednesday Wins: How Taking a Chance on Sales Navigator Paid...

    April 17, 2019

    Like many up-and-coming marketing and design agencies, Sparq Designs has to scrutinize every dollar spent. Because of this challenge,...