Your source for sales strategy and modern selling tips

  • Forget about Going Lower to Capture Frugal Buyers

    Forget about Going Lower to Capture Frugal Buyers

    June 25, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Another quarter or maybe fiscal year is coming to an end, and if your numbers are lower than expected, you may feel pressured to offer reduced pricing to reach your quota. Before turning up the discount dial, consider alternatives for turning prospects into buyers —...

  • This Week’s Big Deal: Adding a Personal Touch to Digital Interactions

    June 24, 2019

    One of the hardest parts about selling today, and an aspect I often hear salespeople lament, is the inherently impersonal nature of engaging prospects online. Many of us got into this profession because of our personality and charisma, which can be tough to convey in a digital setting. There are ways, however, we can still add a personal touch and differentiate...

  • LinkedIn Sales Navigator

    Middleman or Top Brass: Where Are Your Relationships?

    June 20, 2019

    I tried to convince my friend, John, to come visit me in San Francisco last weekend. His response, “Let me see what Emily thinks about that.” Emily is John’s girlfriend.   I had two options: Give John talking points and hope he convinces Emily on my behalf. Get Emily on the phone and convince her myself. Obviously, I called Emily, whom I know well. Based on my...

  • Outback wins with Sales Navigator

    Outback Uncovers Opportunities and Unlocks Insights with...

    June 19, 2019

    Outback Team Building & Training, which is headquartered in North Vancouver, British Columbia, is a team building and employee...

  • Your handbook for the age of video selling

    Your handbook for the age of video selling

    June 18, 2019

    Modern selling depends on the ability to establish trust and empathise with others’ needs. Now imagine if you could start the process...

  • B2B Sales

    This Week’s Big Deal: Capitalize on Hidden B2B Sales...

    June 17, 2019

    If you’re reading this blog, it’s probably safe to say you’re an ambitious sales professional seeking to improve your skills and...