Your source for sales strategy and modern selling tips

  • 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 Selling Strategy

    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 should change. Ideally, our leading indicators and our sales performance metrics should resemble each other. Meaning, by choosing our sales performance metrics wisely and then tracking them, we can be sure we’re building deal-landing...

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

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

    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 and move on after hearing ‘no’ two or three times. In fact, 92% of salespeople stop following up after hearing ‘no’ four times. But, sales leaders who remain steadfast know that the first ‘no’ is sometimes just a stepping stone on...

  • 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...

  • This Week’s Big Deal: Rethinking B2B Sales Personalization

    July 8, 2019

    Hello there [First Name], Whoops. Did I lose you already? What we have here is an example of the classic pitfall in B2B...

  • 6 Sales Skills

    The 6 Sales Skills That Will Make You Stand Out in 2019

    January 22, 2019

    Editor's Note: As we start the second half of 2019, we're looking back at some of the year's most popular posts on the LinkedIn Sales...