Popular posts

  • “Sell Me This Pen” for the Modern Age

    August 29, 2017

    Almost every salesperson knows about the classic job interview question: “Sell me this pen.” But just as the pen loses much of its utility here in the digital age, so too does this clichéd inquiry (especially in the B2B market). Today, sales organizations should call upon a more relevant go-to question when gauging how sales candidates perform when they are put...

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    Selling at C-Level: A Sales Strategy for Reaching Executive Buyers [Case Study]

    August 23, 2017

    Right now, your sales operation may be running beautifully. All your processes are in place. Your team is full of talented sales reps. Sales are pouring in. But, the day may come when the audience you normally sell to is no longer in charge of the buying process. The decision to buy might completely shift – from an audience you know and understand, to one that’s...

  • proof-month-is-here

    Introducing Proof Month: It's Time to Take the Mystery Out of Proving ROI

    September 4, 2017

    Once upon a time, connecting revenue to sales activities was profoundly simple: I sold it, they bought it. These days, it’s a more mysterious matter. There are far more elements and variables involved with the proof process, especially for B2B sellers who deal with larger purchasing committees, an extended buying cycle, and more nuanced relationship-building...

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    The Anatomy of a Successful Sales Call

    August 21, 2017

    As we gain access to more and more data, we can dissect conversations at a very granular level to determine the specific elements of...

  • Social Selling: How Listening Leads to Buying [Case Study]

    August 14, 2017

    Your customers are online, and they’re talking to one another about your industry and your product. It’s important to listen to these...

  • top-sales-podcasts

    Starting Your Sales Career? Download These 10 Sales Podcast...

    August 22, 2017

    Busy sales pros need to continually hone their skills and up their knowledge. I can’t think of a more convenient way to do that than...