Kylee Lessard

Posts by Kylee Lessard

  • Cookie-Cutter Sales Process

    Trending This Week: Question the Cookie-Cutter Sales Process

    August 4, 2018

    A cookie-cutter approach is great for baking star-shaped treats. But is it great for producing star sales performers? It would be nice if we could follow a repeatable recipe to consistently close deals, but as we all know, the job isn’t so simple. There is no magical set of ingredients or instructions that will work for every sales pro, with every customer, in...

  • Sir Paul McCartney at a Concert

    Trending This Week: ‘Sir’ and ‘Madam’ Salesperson Are Out of Office...Indefinitely

    July 27, 2018

    Imagine if a stranger were to walk up to you and say, “Hello, male and/or female person, would you like to buy my stuff?” Not the best impression, right? Unfortunately, the email equivalent — "Dear Sir or Madam" — is quite pervasive. While it’s been a standard way to address business communications for decades, this convention hasn’t aged well. Unless a person...

  • If you can help buyers solve this pain, you’ll be more likely to win their business.

    How to Be a Hero to Overwhelmed B2B Buyers

    July 24, 2018

    Before you lament the fact that today’s sales prospects dictate the buying process, consider this: a CEB study found that modern buyers are actually struggling to get through that process. With so much information at their fingertips and so many options to evaluate, many feel so overwhelmed that they suffer analysis paralysis. Perhaps that’s why one survey found...

  • Man holds up a camera lens

    Trending This Week: Staying Focused After Failure

    July 13, 2018

    Michael Phelps. Warren Buffett. Beyoncé. What’s the commonality between these people and other high performers who have succeeded...

  • Pick up plenty of clues about your prospects, with these account research tactics.

    3 Ways to Conduct Research on Prospects with an ABM Strategy

    June 21, 2018

    The fishing novice blindly casts a wide net into the sea, hoping that within his haul, he will find enough to produce a meal for that...

  • A Singer on Stage Extends His Hand to the Sky

    Trending This Week: Pitch Perfect Results

    June 15, 2018

    How would you rate your sales pitch? Does it hit all the right notes? Or does it leave prospects wondering what just happened? Our...