Your source for sales strategy and modern selling tips

  • Millennial Buyers

    Meet Your New Buyers: Millennials

    July 17, 2019

    Millennials now make up the largest generation in the global workforce.  They are now 23 to 38 years old and rising through the ranks of the organizations they work for, shaking things up with their digital savvy and high consumer expectations. This generation may get a lot of bad press, but many Millennials are now your customers and prospects. What do...

  • Inside the Sellers Studio: Using Video to Generate Awareness and Brand Recognition

    Inside the Sellers Studio: Using Video to Generate Awareness and Brand Recognition

    July 16, 2019

    In our first segment of Inside the Sellers Studio we discussed how valuable video can be in establishing connections between buyers and sellers. With video, sales professionals can leverage modern technology to create authentic and human connections with prospects and customers. Beyond just helping salespeople connect, video can also add value along the entire...

  • This Week’s Big Deal: Engaging Buyers Earlier in Their Journeys

    This Week’s Big Deal: Engaging Buyers Earlier in Their Journeys

    July 15, 2019

    The new conventional wisdom tells us buyers don’t want to engage with B2B salespeople until late in their purchase journeys. Committees are now more self-driven than ever in their research, which ostensibly means they prefer not to hear from reps until they’re almost ready to make a decision. However, new research contradicts this school of thought, illuminating...

  • Most Important Sales Performance Metrics for a Digital...

    July 11, 2019

    In sales circles, it’s normal to hear impassioned talk about deals landed and lost.  Leading indicators? Not as much.  Maybe that...

  • Use This Sales Follow-Up Email Template to Reach Prospects.

    Use This Sales Follow-Up Email Template to Move Deals...

    July 10, 2019

    Nobody likes hearing the word ‘no’ — especially sales pros. In a role driven by performance and growth, it can be tempting to give up...

  • The Insight Track with Nancy Nardin: Setting the Record...

    July 9, 2019

    Technology helps sales reps get the job done. From longtime fixtures like CRM software and email prospecting to emerging approaches...