About Rebecca Smith

Rebecca Smith is the Director of Marketing at Criteria for Success. She writes about sales, sales leadership, social selling best practices, time management, and anything related to helping others discover success. Be sure to say hi on Twitter @RebeckerSmith.

Active Listening for Sales: Being a Good Listener Will Set You Apart

If you want to sell anything to anyone, it truly starts by being an excellent listener. Some call this active listening. Others, like Stephen Covey, author of The 7 Habits of High Effective People, refer to this type of listening as empathic listening. Active Listening for Sales Active listening is a form of listening that [...]

By | 2017-09-14T12:54:48+00:00 September 19th, 2017|Sales Success|0 Comments

How to Increase Sales in Just ONE Step

Are you a CEO, Sales Manager, or salesperson wondering how to increase sales in your organization? Well of course you are! You clicked on the title of this article! So, let’s cut to the chase. I’m sure you’re thinking, “come on, Rebecca, get real. If there was a ‘secret’ selling trick, I would’ve heard about [...]

By | 2017-09-12T14:12:53+00:00 September 13th, 2017|Sales Leaders, Sales Success|0 Comments

6 Ways to Increase Sales Performance & Create a Winning Team

Are you looking for ways to increase sales performance? Do you long for more consistency from your sales team? Well, you’ve come to the right place. Let’s explore 6 ways to increase sales performance and create a winning team within your organization. 6 Ways to Increase Sales Performance Let’s jump right in. 1. Start with [...]

By | 2017-09-05T16:00:29+00:00 September 6th, 2017|Sales Leaders, Sales Success|0 Comments

Want to Grow Client Relationships? Use the Client Evolution Model

Developing strong client relationships is the backbone your business. So, understanding how client relationships work, and the roles that sales and marketing both play, is extremely important. If you’ve chosen to create buyer personas for your business and have had your sales and marketing teams align on this initiative, then you’re off to a great [...]

By | 2017-08-23T14:44:19+00:00 August 31st, 2017|Sales Leaders, Sales Success|0 Comments

A Buyer Persona Template to Get Sales & Marketing to Win Together

Let’s talk about using a buyer persona template! Are your sales and marketing teams aligned on your ideal buyer? Do they know the exact role, demographics, needs, and interests of that ideal buyer? Or how about what triggers your ideal buyer to actually make a purchase? Understanding your buyer personas is more important now than [...]

By | 2017-08-14T16:16:37+00:00 August 22nd, 2017|Sales Leaders|1 Comment

Sales and Marketing Management: Aligning Your Teams for Success

When it comes to sales and marketing management, alignment is critical to success. That’s right: critical! Why? Because your sales and marketing teams have different skills, mindsets, tasks, and even goals. Believe it or not, those differing factors are not only complementary to the other team, but can cause success, or failure, for both. Now, [...]

By | 2017-08-09T12:00:35+00:00 August 9th, 2017|Sales Leaders|1 Comment

Should You Include Your Sales Team in Your Content Marketing Strategy?

Should you include your sales team in your company’s content marketing strategy? We say: absolutely, yes! Why? Well, who knows your prospects and customers better than your sales team? And who understands the features and benefits of your product or service better than your sales team? We believe that your sales team is an incredible [...]

By | 2017-08-02T10:41:23+00:00 August 2nd, 2017|Sales Leaders|0 Comments

How B2B Sales is Changing & What You Can Do About It

B2B sales is changing. But I’m sure you knew that already! Why? Well, because everything has changed. And everything is changing, always. That’s the nature of life. I had the honor of speaking on social business development (social selling) at this years’ annual NYSSCPA NextGen conference on Monday. In case you aren’t familiar, the NYSSCPA [...]

By | 2017-07-26T16:31:50+00:00 July 27th, 2017|Sales Leaders, Sales Success|0 Comments

3 Sales Statistics You Need to Know to Set Your Company Ahead of the Curve

When it comes to sales statistics, there are countless metrics available. Some are useless, of course. But most sales statistics are extremely useful and help CEOs and sales managers as they plan. Here at CFS, we’ve worked with thousands upon thousands of CEOs, sales managers, and salespeople. And we’ve learned a lot! (I’ll be sharing [...]

By | 2017-07-19T11:03:58+00:00 July 20th, 2017|Sales Leaders|0 Comments

How to Encourage Team Collaboration in Sales

Team collaboration is easier said than done. Think back to your college or high school years. Remember those dreaded “group projects”? You were either the achiever, the slacker, or somewhere in between. To me, it seemed that an even workload balance was somewhat impossible. (I was the achiever, BTW. So typical, I know! But somebody [...]

By | 2017-07-11T13:36:12+00:00 July 18th, 2017|Sales Leaders|0 Comments