Your source for sales strategy and modern selling tips

  • Man working in office

    How to Develop an Action Plan for Sales Success

    June 4, 2019

    Editor’s Note: This guest post was contributed by Mike Schultz, President, RAIN Group. “Setting a goal is not the main thing. It is deciding how you will go about achieving it and staying with that plan.” ― Tom Landry, Hall of Fame football coach Athletes, professionals, and people in general all have goals. These aspirations represent what’s really important to...

  • The Buying Committee is Real

    This Week’s Big Deal: Selling to Larger Buying Committees

    June 3, 2019

    Here’s a scenario I’m guessing most B2B salespeople can (painfully) relate to: You’ve done everything right. You identified a key contact at a targeted account, reached out with value, developed a relationship, and persuasively made a case for your solution. They’re on board. You’re ready to close the deal. One problem though: another member of the buying...

  • LinkedIn Water Cooler

    The Water Cooler: What the Next Generation of Millennial Decision Makers Are Reading on LinkedIn, and How Salespeople Should Engage Them Differently

    May 30, 2019

    LinkedIn is the digital water cooler for businesses around the world. There are 630 million members on LinkedIn, and they are reading an increasing number of articles on the platform. What articles you read and engage with, however, appears to vary by your age group, at least according to the most recent data collected by LinkedIn during April on what decision...

  • Sales Team Working Together

    Which Sales Closing Techniques Still Work in the Digital...

    May 29, 2019

    Sales still close all the time. It’s just how they close that’s changed. For modern sellers operating in the digital space, the old...

  • Ask The Right Questions

    Not Getting the Right Response? Maybe You’re Asking the...

    May 28, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of VauleSelling Associates. No sales professional forgets a...

  • Customer Experience

    This Week’s Big Deal: Gaining an Edge with Customer...

    May 27, 2019

    The journey is more important than the destination. This classic adage speaks to one of the biggest shifts taking place in the world...