Sales Prospecting: 3 Steps for Sales Management Success

As a busy sales manager, it’s important to understand what your salespeople are thinking about when it comes to sales prospecting. If you consider how much time your sales team spends beating themselves up about NOT prospecting—and imagine that they spent the same amount of time actually prospecting… well, you catch my drift, right? When [...]

By | 2016-10-17T16:31:35+00:00 March 1st, 2016|Sales Leaders|1 Comment

Not Generating Sales Leads? Just Pick a Customer, Any Customer

When it comes to generating sales leads, do your sales and marketing people a favor and give them a customer evolution model that helps them spend quality time in the right places. This way, they never have to worry about where to focus their efforts. To really make the process stick, make it part of [...]

By | 2016-12-02T13:24:42+00:00 February 9th, 2016|Sales Leaders|0 Comments

Features Tell, Stories Sell: Great Salespeople Share Success Stories

Great salespeople share success stories! Features tell, stories sell. Watch what Charles has to say about sharing success stories in this video: https://youtu.be/wNrmHWrUMWM Success Stories Video Transcript: I noticed salespeople don't do a lot of this: tell stories. “Features tell, stories sell.” Anyone ever heard that expression? Why do stories sell? Can anyone give [...]

By | 2016-10-17T16:31:48+00:00 February 4th, 2016|Sales Success|2 Comments

Improving Sales Performance: Do You Have the Right People on the Bus?

This February, we'll be talking about solving sales problems and improving sales performance. We have a lot of ideas planned to share strategies and best practices for sales improvement. Before you invest a lot of time and energy in improving your sales team, though, it can be helpful to take a step back and think [...]

By | 2016-10-17T16:31:49+00:00 February 2nd, 2016|Sales Leaders|0 Comments

Understand Your Buyer Personas – and Take Your Sales to the Next Level

Understanding your buyer personas is the key to taking your sales to the next level! How well do you know your prospective customer? It’s no secret that one of the keys to a successful marketing strategy is understanding the people that you are marketing to. As the means we use to reach our customers become [...]

By | 2016-10-17T16:31:51+00:00 January 28th, 2016|Sales Success|0 Comments

Solving Sales Problems: Disconnects Kill Sales!

Solving sales problems is crucial to sales growth, development, and success. When there are gaps in understanding and communication, organizations suffer. Learning to create trust and make agreements that everyone keeps is essential to a close, connected relationship between management, sales, and the customer. We call fixing this: “bridging the disconnects.” One of the major causes of disconnects [...]

By | 2016-10-17T16:31:55+00:00 January 19th, 2016|Sales Leaders|0 Comments

Sales Challenge: Do Relationships Still Matter in a Tech-Driven World?

A sales challenge commonly asked in our tech-driven world: do relationships still matter? Just a few years ago online publishers and ad networks, which were just a conglomeration of smaller publishers, controlled the supply of digital advertising inventory. They employed an army of salespeople who sold commoditized media directly to advertisers. In that world, the [...]

By | 2016-11-07T17:07:55+00:00 November 10th, 2015|Sales Leaders, Sales Success|0 Comments

Time Block It! Sales Management is All About Time Management

Tick tock, tick tock… sales management is all about time management! The sales process isn’t easy—it involves a ton of organization, planning, and administrative tasks—and as you’ve probably discovered, time is at the crux of it all. Time Sucks Whether you are a salesperson or a sales manager (or a CEO for that matter), you [...]

By | 2016-10-17T16:32:27+00:00 October 13th, 2015|Sales Leaders, Sales Success|0 Comments

Discounting in Sales: Why Great Salespeople Never Offer Discounts

When it comes to making a deal, offering a discount can seem tempting—but discounting in sales can be a slippery slope. In the minds of our prospects, a discount can appear desperate and devalue the product or service at stake. Here’s the thing: maybe you have fallen into a desperate position as a Sales Manager [...]

By | 2016-10-17T16:32:39+00:00 August 27th, 2015|Sales Leaders, Sales Success|0 Comments