Your source for sales strategy and social selling tips

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    How Sales Pros Use PointDrive to Amp Up Prospect Engagement and Insight

    January 23, 2018

    If you’ve mastered the art of research to connect with relevance, you are clearly doing something right. You still may be missing a critical piece of the puzzle, however. You start by methodically prioritizing your prospecting list, then you research your most important targets. All good so far. Now comes the connecting part, which for most of today’s B2B sales...

  • Sales Risks

    4 Key Risks to Your Deals and How to Minimize Them

    January 22, 2018

    Editor's Note: This guest post was contributed by Mike Schultz, President at RAIN Group. Imagine this scenario. You’re a seller who just engaged a buyer about an opportunity and they’re interested. Conversations progress and are going well, but then the buyer decides they don’t want to proceed. The return on investment was tremendous; more than a 30-times ROI...

  • Team of Professionals Struggling to Solve Business Problem

    Trending This Week: Are You Selling or Solving?

    January 18, 2018

    In setting up his latest post on the Digital Leadership Associates blog, Alex Low cites a philosophical sales question you might have come across before: “Does Black & Decker sell drills or holes?” Pardon the pun, but this adage drills down to the core of B2B selling and the prominent disconnect that exists today. No matter what you sell — a product, a service,...

  • What Should a Salesperson’s Résumé and LinkedIn Profile...

    January 18, 2018

    Whether or not you’re actively looking for a job, it’s a good idea to ensure your résumé is up-to-date and reflective of all you have...

  • Library

    Sales Experts Reveal the Books that Impacted Them Most in...

    January 17, 2018

    If you had to choose one book that has most profoundly impacted your growth as a sales professional, which would it be? We asked this...

  • Hiring Manager

    How to Hire the Best B2B Sales Reps in 2018

    January 16, 2018

    A sales manager is only as good as his or her team, and the results they produce. Because of this, hiring the most effective reps...