Marketing and Sales Integration: How to Create a Dynamic Duo

As a sales manager, you likely understand the importance and value of marketing and sales integration. Unfortunately, marketing and sales teams often don’t recognize how much stronger they can each be when they work together. While sales departments typically claim short-term and immediate opportunities as their own, marketing tends to focus on long-term or objective [...]

By | 2016-10-17T16:31:05+00:00 April 28th, 2016|Sales Leaders|1 Comment

Sales Prospecting to Win: How to Work Only the Best Leads

A lot of salespeople tend to glaze over sales prospecting. After all, selling is the fun part, right? If you’re a sales manager, this probably drives you nuts. After years in the industry, you’ve likely discovered that quality leads equal winning leads. And I’d venture to bet that if given the choice: You’d rather your [...]

By | 2016-10-17T16:31:15+00:00 April 7th, 2016|Sales Leaders|1 Comment

Sleepy Sales? 7 Sales & Prospecting Slump-Busters

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. For me personally, the period after the holidays or a vacation is usually the most common time for the “slump effect.” First, let [...]

By | 2016-10-17T16:31:22+00:00 March 29th, 2016|Sales Leaders, Sales Success|2 Comments

The 5 BIGGEST Sales Problems Salespeople Experience

First, our list of common sales problems salespeople experience is about a mile long! But, we’d like to help you and your sales team to solve sales problems—so, we’ve plucked out what we believe to be the five biggest sales problems and are offering solutions to solve them. Let’s start problem solving! The 5 Biggest [...]

By | 2016-10-17T16:31:24+00:00 March 24th, 2016|Sales Leaders, Sales Success|1 Comment

4 Keys to an Effective Prospecting Process

If you’re like most of the sales managers we talk to, you’re looking for a repeatable, effective sales prospecting process. You might have one or two top performers who seem to get great leads everywhere they go, while others on the team are attending event after event without anything to show for it. Or maybe [...]

By | 2016-10-17T16:31:29+00:00 March 15th, 2016|Sales Leaders, Sales Success|2 Comments

How to Create a Sales Prospecting Action Plan

As a busy sales manager or salesperson, you have likely had little time to create a sales prospecting action plan. After all, getting out there and “selling already” is top priority, right?! No salesperson wants to miss their quota, and they especially don’t want to get on their manager’s bad side. But what if a [...]

By | 2016-12-08T17:58:04+00:00 March 8th, 2016|Sales Leaders, Sales Success|0 Comments

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

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