Page 2 of 240 Previous | Next 
  • ANNUITAS  |  FRIDAY, MAY 15, 2015
    [Sales] SiriusDecisions Summit 2015: The Un-Death of B2B Sales
    These and other similar statistics have led marketers to believe that the importance of B2B sales reps has diminished. We’ve focused on the digital channels for prospect engagement and, for the most part, thought of sales as a key ingredient of the process only after we’ve generated a Marketing Qualified Lead and passed it to a CRM platform for follow-up. That’s right ladies and gentlemen… sales people still matter.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 16, 2013
    [Sales] Sales Tips from Dwight Schrute
    NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp. Pre-Sale. Take this time to get your mind and body ready for the fight of its life, because sales is a brutal street fight, but the price points will be your brass knuckles, and customer service, when backed into a corner, might just be your Molotov cocktail out there.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 25, 2014
    [Sales] 7 Benefits of a Prescriptive Sales Process
    7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. This was important because the sales team was generally inexperienced. Sales Management Systems Sales Training
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 3, 2013
    [Sales] Sales Leaders, Bring Out Your Inner Cowboy
    Sales Prospecting Perspectives is pleased to bring you a guest post from Jamie Shanks, Social Selling Expert at Sales for Life. After my training, I thought about my conversations with similar “Status Quo” VPs of Sales. It boggles my mind that a VP of Sales can also be caught in the limbo of indecision. Imagine saying to someone: “I know exactly how to help your sales team, and you, make more money. with Sales for Life to form a leading Social Selling agency
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, APRIL 22, 2012
    [Sales] Using Klout and social scoring for sales and marketing teams
    It was illustrative that 80% of the top influencers where in no way associated with PR, sales, service, or marketing. This led to a lively discussion about further training and how some of the key ideas from Return On Influence could be incorporated into basic sales best practices. Can you see how some of these simple lists can help you and your sales efforts? klout Social scoring appinions kred social scoring using klout in sales
  • DISCOVERORG  |  FRIDAY, JULY 15, 2016
    [Sales] The Human Element of Sales and Marketing
    This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken. Why a Rational Approach to Sales Isn’t Enough. As sales and marketing professionals, how well do we motivate our buyers to change by appealing to both their rational and emotional brains? Many experts refer to this as the loss of the human element in sales.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 12, 2015
    [Sales] How to Effectively Work From Home as a B2B Inside Sales Manager
    I hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager! As an inside sales manager with an open-door policy, there can be days when it seems like people are constantly stopping in to ask questions, sometimes taking you away from time-consuming administrative tasks. Inside sales managers, what do you do to stay productive when working from home? Corporate Culture Inside Sales Management B2B Inside Sales
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 12, 2016
    [Sales] Ten 2017 Sales Kick-Off Meeting Ideas
    Ten 2017 Sales Kick-off Meeting Ideas. . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. However just because larger organizations are planning their formal conferences, it doesn’t mean a smaller sales organization shouldn’t plan a Kick-Off event. Need more sales management resources?
  • DISCOVERORG  |  FRIDAY, FEBRUARY 12, 2016
    [Sales] Why Sales Is Like a Taco
    But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this. Whatever shell used is a personal preference and chosen to a) represent the seller’s values and b) attract the ideal customer, much like a target audience in sales. The Taco Sales Cycle.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, SEPTEMBER 4, 2014
    [Sales] #ProspectingChat: Sales Training with Josiane Feigon!
    We will welcome best-selling author Josiane Feigon as a special guest to discuss sales training tips. Here are some details about today''s Twitter Chat: Date: Thursday, September 4, 2014 Time: 1:30 PM EST / 10:30 PM PST Hashtag: #ProspectingChat Topic: Sales Training Special Guest: Josiane Feigon. Today we’ll focus on sales training tactics that will strengthen your inside sales team. Q3: What are some good ideas to make sales training FUN, especially for millennials?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 19, 2014
    [Sales] 4 Reasons to Switch to an Inside Sales Model
    Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps. According to the Bridge Group , the average inside sales rep’s quota in 2013 was $985,000. My company, RingDNA, builds sales acceleration solutions for inside sales teams.
  • TONY ZAMBITO  |  WEDNESDAY, JANUARY 4, 2012
    [Sales] 5 Ways New Buyer Behaviors Are Impacting B2B Sales
    For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time. If you follow conventional and social media closely, the storied demise of sales has been told many times.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 6, 2015
    [Sales] B2B Sales and Marketing Trends for 2015
    At the beginning of each year, my team and I publish a report on significant trends in B2B sales and marketing. We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. Tracks conversion rates at every step in the process, including response to marketing qualified leads (MQL), MQL to sales accepted leads (SAL), sales accepted leads to opportunities and opportunities to closed deals.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 2, 2011
    [Sales] What Sales Really Needs from Marketing
    B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Sales is poorly equipped to deal with this reality. If sales is ill-equipped for lead generation, and winning deals, this begs two question: Are Sales Getting What They Need to Be Truly Effective? What does Sales really need to be effective? Why does sales need help from marketing?
  • DIGITAL B2B MARKETING  |  SUNDAY, APRIL 22, 2012
    [Sales] B2B Sales and Marketing Integration
    Danny lined up a great set of provocative questions for the group on aligning B2B sales and marketing. As always, the #B2Bchat participants shared a range of perspectives from both sales and marketing experiences. Clearly, sales and marketing have a long way to go in order to be fully aligned if marketers can’t even agree on the best approach! Business #B2Bchat Alignment danny hanssel Marketing Sales
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MAY 13, 2013
    [Sales] Becoming an Inside Sales Mentor
    It has been almost one year since I started as a Business Development Representative at AG Salesworks and I have learned so much about the software and technology industry, sales, and communicating with people at all the various levels of an organization. You learn something new every day working in an inside sales environment.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 3, 2013
    [Sales] Sales On-Boarding Programs
    Sales On-Boarding: New Hire Success or Failure. Normally each new hire must listen to the president sell the company, listen to other salespeople sell the company, make a few “ride along” sales calls, practice selling the company to other salespeople before having to make a formal presentation during the third week to the president. It is one of the most popular tools in my Sales Management Tool Kit: [link]. Ken’s latest book is: Recruiting High Performance Sales Teams.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 3, 2012
    [Sales] Your 2012 Sales Plan
    Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Sales Goals. 3.1.7 Sales Organization. Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player). Sales Cost Model. 6.1.1 Compensation targets for sales organization. 8.1.1 Sales skills.
  • WEBBIQUITY  |  FRIDAY, MARCH 17, 2017
    [Sales] How to Create the Three Parts for Any Sales Funnel
    What is a Sales Funnel? Sales funnels are everywhere. This is the power of a sales funnel that’s ultimately designed to get sales. Sales funnels today are processes that mostly occur online, with the ultimate objective of driving sales. Sales funnel are frequently intricate, however. The good news is that once set up and tested, an effective sales funnel can last a considerable time. Guest post by Katrina Manning.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 21, 2013
    [Sales] Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings
    Sales Leadership: Bringing a Sharp Focus to Your. Sales Meetings. more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results. If you are attempting to bring an increase focus on weekly sales and activity and exceeding your monthly sales goals, this idea will help you. Write each entry underneath your sales goal.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, JUNE 1, 2016
    [Sales] Industrial Content Marketing Boosts Sales for Distributors
    My conversations with distributors about industrial content marketing almost always start with them needing help in growing their sales. Most distributors define their problem as “lack of sales.” The solution therefore must be this new-fangled thing called […] The post Industrial Content Marketing Boosts Sales for Distributors by Achinta Mitra appeared first on Industrial Marketing Today.
  • VIEWPOINT  |  THURSDAY, MAY 21, 2015
    [Sales] Changing the Sales Conversation [PowerViews LIVE Highlights]
    On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. Truncated sales time. Sales Process B2B Sales
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 9, 2015
    [Sales] Is Marketing the new Sales?
    You probably all heard this in one way or the other: in our digital era, buyers are 2/3 through the decision process before they engage with the first sales person. Both in private and business life, Google, Amazon, blogs, social networks and mobile completely changed our buying habits - which disrupts many legacy sales and marketing mechanisms. Looks like there’s an elephant in the room: now dominating the funnel, is marketing the new sales (system)?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 12, 2012
    [Sales] 8 Ways to Increase Sales
    How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. He hit the nail on the head when it comes to why these 12 ways to increase sales revenue will work, I want to tell you how to do it in 8. Prospecting Sales 2.0
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, MARCH 3, 2013
    [Sales] Sales Management: Understanding “Setting the Hook”
    Sales Mgmt: Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. I like to think that a salesperson is a juggler, tossing X number of opportunities in the air and the sales managers job is to assist the salesperson on judging what opportuniti8es to work , which one’s to toss away and to provide ideas on HOW to work the selected ones.
  • SMASHMOUTH MARKETING  |  MONDAY, MARCH 7, 2016
    [Sales] TOPO Sales Summit April 7-8, Join Me
    I'll be attending the TOPO Sales Summit on April 7-8 in San Francisco. If you are a sales, sales development, sales operations, sales enablement, or even marketing leader, you should attend. I'll be attending the TOPO Sales Summit the first week of April and am looking forward to hearing from the sales and marketing trenches. If you think about sales, marketing, demand gen, inside sales, sales development or pipeline, this is a must-attend event!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 27, 2012
    [Sales] Sales Management & The Impact of Social Media
    Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. Is your sales process?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 10, 2013
    [Sales] How Marketing Teams Can Support Their Sales Reps’ Good Habits [Infographic]
    But let’s take a moment to honor the sales rep: The deal closer; the revenue generator — without whom we wouldn’t have customers to serve and enable. One of the many hats marketers should be wearing is the enabler to the sales rep. Brainshark broke the habits of a sales rep down in its 2013 State of the Sales Rep report. The company surveyed 416 sales reps and managers about how they prepare for, present and follow up on meetings with prospects and clients.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Sales training never ends: the initial training week is just the beginning. Companies that carry out post-training reinforcement see 20% more salespeople achieve sales quotas.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 5, 2014
    [Sales] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
    AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. Telecommuting definitely has its benefits – especially for sales professionals. Keys to Success for Your Virtual Sales Team.
  • TONY ZAMBITO  |  THURSDAY, MAY 12, 2011
    [Sales] Reinvent B2B Sales With Buyer Personas
    Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    Professionals in B2B Sales must feel like they under assault from the constant dire predictions of outright dissolution in organizations as well as the constant pressure to squeeze more revenue out of the pipeline. 
  • DISCOVERORG  |  FRIDAY, SEPTEMBER 2, 2016
    [Sales] Selling to Sales – Like Cooking for Chefs
    For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Many times, although tools are designed to help the sales department, the budget for this type of software lives in marketing. Sales Tricks for Salespeople.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, AUGUST 18, 2016
    [Sales] 3 Magic Questions a Sales Manager Must Know
    Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Therefore, marketing and sales campaigns which provide the prospect with honest content where the buyer can educate themselves is vital.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, MARCH 24, 2016
    [Sales] Sales Leadership: Why Winners Win!
    Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need more sales management resources?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 12, 2014
    [Sales] Raise Prices for B2B Sales Without Losing Your Regular Customers
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, After three years of selling products and services at the same prices, your company decides a change is in order. Pricing surprises are never a good thing in sales! Sales Process B2B Inside Sales Client Management B2B Sales Success
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, APRIL 20, 2011
    [Sales] A process to connect social media, content marketing and sales
    How do these two trends fit together in your sales and marketing plan? Here’s a method you can use to determine where content and social media fit into your online sales strategy. Let’s start with your good ol’ sales funnel. Assuming you can reach customers at the various points in the sales funnel, where can content add value? Now, let’s see where social media/social interaction can play a role in the sales process.
  • THE POINT  |  TUESDAY, JUNE 18, 2013
    [Sales] Content Selling: How Sales Can Better Leverage Marketing Content
    Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. This makes it critical that sales teams are seen as partners that add value to the conversation. Sales teams can be overwhelmed by the sheer volume of case studies, white papers, and other collateral.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 3, 2012
    [Sales] Sales Leadership: 2013 Sales Theme
    Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. A Drive Statement is a series of words or a sentence that describes your overall theme for your sales team for an entire year.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 9, 2015
    [Sales] Efficient Effectiveness: Sales Leadership
    Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue. That drives the necessary sales leads for each month. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 2, 2014
    [Sales] 5 Sales Prospecting Strategies for Overcoming Call Reluctance
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Whether you’re a new teleprospector or a seasoned inside sales rep, everyone experiences varying levels of call reluctance when B2B prospecting. You need the name of a specific decision-maker or sales target.
  • SALESFUSION  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Why Sales Development Representatives should live in sales
    The post Why Sales Development Representatives should live in sales appeared first on Salesfusion. Sales Blog
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] Building an Inside Sales Lab: 10 Essential Tips for Success
    Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. Inside Sales
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, SEPTEMBER 5, 2014
    [Sales] The A to Z of Inside Sales Training [Infographic]
    With inside sales training tactics advancing every day, it’s important for managers to stay up to date on the latest training news. In yesterday’s #ProspectingChat about sales training with Josiane Feigon, Chris Snell said something that struck a chord with us: Before, during, and after training, inside sales managers should prepare reps, observe behavior, and reinforce strategies learned. After all, great sales leaders are not born from apathy.
  • ANNUITAS  |  TUESDAY, JUNE 3, 2014
    [Sales] Trying to Align with Sales? Marketing, You Are the Problem
    One of the more obvious standouts in the early data is the continual struggle of marketing and sales alignment. Time and time again when I speak with clients, prospects and other organizations at conferences I am asked the same question: how can we get sales to buy into what we are doing? This questions is typically followed by “our organization is so sales-focused, and they just won’t listen.”. Only 43% of marketing teams involve sales in the creation of personas.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 6, 2014
    [Sales] The Big List of Inside Sales Messaging Statistics
    Sales managers, how often are you evaluating your inside sales team’s messaging techniques? Just the other day, I sat down with our sales team for a role play. You see, most sales and marketing professionals just don’t have time. “No, On top of that, social media messaging is a whole new arena sales professionals must tap into. 92% of buyers say they delete emails or voicemail messages from people they do not know (A Sales Guy Consulting).
  • VIEWPOINT  |  TUESDAY, JULY 15, 2014
    [Sales] 5 Keys to Becoming a Sales First Company
    We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Sales Process Sales & Marketing Management By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 7, 2014
    [Sales] Top 7 Reasons Why Inside Sales Reps Fail
    Let’s just get this out of the way first and foremost: You don’t really need a college degree to get into sales. It absolutely goes a long way if you have one but I know plenty of people who don’t have degrees and are in sales. I went to an all business school and sales wasn’t an option as a Major concentration, and just recently it’s been added to the curriculum as a Minor. Sales reps, watch out for these indicators and learn to succeed in sales.
  • DISCOVERORG  |  SUNDAY, OCTOBER 23, 2016
    [Sales] Fast Track Your Sales with New Tools
    The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start. Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts.
  • GREAT B2B MARKETING  |  WEDNESDAY, NOVEMBER 29, 0002
    [Sales] Top 6 Ways that Marketing Supports B2B Sales and Revenue
    Since the early days of B2B marketing and sales, marketing VPs have been asking that puzzling but oh-so-important question: “What […]. The post Top 6 Ways that Marketing Supports B2B Sales and Revenue appeared first on Great B2B Marketing. B2B Sales Revenue Sales and Marketing
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, SEPTEMBER 11, 2014
    [Sales] 3 Tips for Nurturing Prospects in Inside Sales
    Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. In inside sales, potential customers can also be nurtured. Some Leads Aren’t Sales-Ready. Some inside sales reps may pass leads that aren''t ready for the next sales step. In a recent study, Marketing Sherpa found that “73% of all B2B leads are not sales-ready… not receiving the experience they desire.”
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [Sales] 12 Tips for Building and Managing a Bigger Sales Pipeline
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Whether you’re managing sales for a large enterprise organization, or are trying to build business for your own one-man-shop, these tips should help guide your thinking, strategy and action when building and managing a bigger sales pipeline. Matt Heinz is president of Heinz Marketing , and is a frequent speaker and author on B2B marketing and sales strategy.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JULY 20, 2011
    [Sales] Gamification of the Sales Process
    In the world of sales, connections and engagement is key to driving pipeline growth and creating new opportunities. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. In may ways companies with B2B sales people have already added game mechanics into the process on a small scale. This is how most businesses gamify sales to date. Game On for B2B Sales. Prospecting Sales 2.0
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JUNE 18, 2014
    [Sales] Timeliness Matters: 3 Ways to Stay Ahead in Sales
    Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. Simply put, whether prospecting a lead from an inbound program or from your website, sales needs to be proactive and follow up in a timely manner. Here are a few ideas to help sales reps get ahead of the clock. An issue with sales timeliness may be a symptom of poor alignment between marketing and sales organizations.
  • ANNUITAS  |  TUESDAY, NOVEMBER 10, 2015
    [Sales] 3 Steps to Improve Marketing and Sales Alignment
    Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. Lead management frameworks define how and when leads are qualified, scored, and managed throughout the sales process. If you find yourself in need of some clarity between marketing and sales, review these steps to make sure you’ve built the right foundation for your demand generation program: Step 1: Talk the Talk.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 30, 2014
    [Sales] 5 Most Frequently Asked Questions About Outsourcing Inside Sales
    I have the opportunity to join calls with our inside sales team during the sales process frequently. It is exciting to speak with executives at companies who are in the beginning stages of creating an inside sales team themselves or are entertaining the idea of outsourcing. During the initial discussions with sales and marketing executives, there are always common themes in the questions that are asked.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Sales] Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
    Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. Jeff and I had a fun and engaging discussion about the common mistakes organizations makes in B2B sales, lead generation, content generation, HubSpotTV, and the strong marketing utility of publishing white papers and guest posting. Quality sales leads matter. Jeff Ogden. By Todd Schnick, Intrepid Radio.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JANUARY 9, 2014
    [Sales] Inside Sales Reps: First Impressions are the Most Important
    In sales, it is crucial to not only sell but to leave a good first impression, sale or no sale. I''ve had interactions with sales professionals ranging from ignoring their insistent calls when I''ve already told them I''m not interested, to becoming best friends with someone who prospected me over six years ago. The voicemail was from one of the companies that I had hoped to work with in building a sales and marketing relationship.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, JUNE 16, 2013
    [Sales] July Sales Training Tip: YouTube.com
    Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans. Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter. Each sales meeting schedule is defined by date/time, topics and assignments-as to who is training on what topics.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JULY 16, 2013
    [Sales] 5 ways to use social media in sales even if your customer isn’t on Facebook
    When I talk to B2B sales teams, one of the biggest concerns I hear is: “but my customer isn’t on Twitter.” Here’s a simple idea to give your sales team a little edge: Unify your company and product descriptions so that every employee becomes a potential beacon for your brand. ” Now, look at how your sales people describe themselves in their LinkedIn profiles. Now, look at how your sales people describe themselves in their LinkedIn profiles.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Look For The 3 C's When Hiring Inside Sales Reps
    Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Over a decade, I''ve learned that getting to the bottom of these questions is absolutely essential for inside sales candidates. Problem is that folks who tell me they''re thinking about marketing or sales are major red flags, and they rarely work out in the field.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. It made a lot of sense from salesperson’s point of view because they want to know up front if the prospect has the money or can […] The post BANT May Not Work in Qualifying Leads for Industrial Sales by Achinta Mitra appeared first on Industrial Marketing Today.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 14, 2016
    [Sales] Sales Management: What is your goal–today?
    Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Sales] Sales without Marketing is a huge blunder
    Lead Generation Companies | The importance of Sales WITH Marketing. Hiring sales without strong marketing is a massive mistake. Most of what was once Sales, now lives in Marketing. Companies who invest in sales but fail to invest in marketing are bound to struggle. Look at this image which illustrates a sales cycle. Source: MarketingInteractions.com) Then is where Sales used to start. Want to know how badly sales today needs marketing?
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software. The point we want to make clear is this: The primary beneficiary of content marketing and marketing automation is Sales.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 30, 2014
    [Sales] Supercharge Your Sales and Marketing Vocabulary
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. You should never allow price to be a valid objection to any sales development call. Your role as a sales development professional is to demonstrate the value your product or service has, and will in turn demonstrate how it outweighs the price tag.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 7, 2013
    [Sales] Industrial Content Marketing for Accelerating Sales Pipelines
    However, most of the success is at the beginning of the sales pipeline or [.]. Content Marketing Sales Strategies champion content Industrial Marketing pipeline acceleration sales pipelines Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 1, 2013
    [Sales] Sales Mgmt: Mowing Your Lawn
    Sales Management and Mowing Your Lawn. The first quarter is over and sales leaders are capturing forecasts for the next two months and hopefully celebrating the achievement of their first quarter results. The same view of your sales team should also be considered, evaluate your team, determine who needs to be “groomed” or “cut” and what treatments must you begin to accelerate your growth during the second quarter. Resources : Top Sales World web site and magazine for April!
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Sales] Can You Really Use Marketing to Shrink the B2B Sales Cycle?
    It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 20, 2014
    [Sales] Don’t Let Negative Past Sales Experiences Ruin New Opportunities
    There’s an old adage in sales about sales encounters. It goes something like this: You should always go into a sales situation prepared for a no but hoping for a yes. Though it’s hard to stay optimistic when objections crop up, bringing baggage from one sales call to another will not help you close. As an inside sales rep, you have no control over any of these factors.
  • CAPTORA  |  MONDAY, NOVEMBER 9, 2015
    [Sales] Why Marketing—Not Sales—Is the Best Sales Forecasting Engine
    With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close. The nature of demand generation means marketing has an impact higher up the funnel than sales. Marketers fill the top of the funnel with new leads, and help sales reps further down the funnel close them. ToFu CAC sales forecasting
  • B2B MARKETING INSIDER  |  WEDNESDAY, JULY 1, 2015
    [Sales] 30 LinkedIn Sales Triggers
    Many sales meetings are full of fish tales about the one that got away. There are customers willing to engage, or bite on an intelligent insight, but many sales professionals do not understand the social sellings signals. Do you know an under-performing sales person who misunderstands what those ‘nibbles’ look like? Accelerate the sales process by adding value with content and insight. Do you understand the sales triggers giving you the permission to connect?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 17, 2013
    [Sales] 5 Ways to Be a Better Inside Sales Rep
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. When I was an inside sales rep, I was always concerned about who I thought was performing better than I was. Your sales career is similar. Here are five things you can own to help you become a better inside sales rep: Own Your Time – The overarching idea here is to be the first one in and the last one out. Study what other great sales reps do.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 28, 2013
    [Sales] Ashton “Chris” Kutcher and His Advice for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. I think all three of these things, while certainly great advice for anyone of any age, speak to inside sales reps today, and here’s how: Opportunity – Kutcher proceeds to tell the audience that he believes that, “opportunity looks a lot like hard work.” It means not goofing around on the sales floor when everyone else is.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 7, 2014
    [Sales] 4 Ways Inside Sales Reps Are Like Hunger Games Tributes
    Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. I’ve seen inside sales described using many analogies. Now you may be thinking: “How in the world could you see any similarities between the sales world and the dystopian world described by Suzanne Collins?” Both inside sales reps and Hunger Games tributes possess drive. The same concept applies for inside sales reps.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. Studies have long shown that the speed at which leads are responded to has a direct and dramatic effect on the rate at which those leads are converted to opportunities or passed to sales.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Is There a Perfect Personality Trait for Inside Sales Reps?
    Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. Point is, there isn’t a singular personality - introverted or extroverted - that has consistently produced results in B2B inside sales over the years. has extensive experience in the sales and teleprospecting process.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 4, 2012
    [Sales] Sales Leadership: Salesperson Business Plans
    Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. Training needs: sales, industry, product/service, operations. Personal commitment statements: to the success of the company, to the sales team and to themselves.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 31, 2013
    [Sales] Integrating Social Media Listening Into The Sales Process
    Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. 3 Steps to Social Listening in the Sales Process. Stay updated with the latest news releases, product announcements, and staff changes by setting up the free alerts for all your inside sales prospects.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 5, 2013
    [Sales] How To Effectively Increase Your Sales Pipeline
    When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Give me a list and a phone, and I''ll make it happen was my motto. Guess what, it worked, I did make it happen.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, APRIL 16, 2013
    [Sales] Sales Mgmt: Achieving Balance: Fear vs Respect
    Achieving the Balance Between Having Your Sales Team Respect You But Not Fear You. The topic is extremely important for all levels of sales leadership, especially in challenging situations/times. Every good sales team manager knows that a delicate balance must be maintained between having your team respect you without having them fear you. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Sales] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here’s what the study authors had to say: THINGS TO THINK ABOUT: Creating Opportunity Smart organizations realize that the job of a Sales Rep is not to just “follow up on leads,” but rather to “create opportunity.”. Sales Reps should view leads as arrows pointing to potential opportunity. Jim Burns, CEO of Avitage and I are starting to plan a webinar on taking content and messaging all the way through sales.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 22, 2014
    [Sales] 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting
    The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. While cost of service is a very important factor when considering an inside sales teleprospecting partner, there are numerous other questions to ask to determine whether the company you''re researching is well-run, successful, and most important, trustworthy.
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 6, 2016
    [Sales] Are You Practicing Sales Enablement or Sales Disablement?
    Sales Enablement Service Level AgreementWe marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […].
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, SEPTEMBER 23, 2012
    [Sales] Sales Leadership: The Impact of Creating a Sales Process
    Sales Leadership: The Impact of a Creating a Sales Process . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. 3. The Sales Manager began to fully understand not only what the steps in the sales process were, but more importantly WHY the salesperson needs to execute on them. .
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] The Best Sales Prospecting Qualification Questions to Ask
    When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Laney''s responsibilities include managing daily client engagements, inside sales team oversight, reporting, training, and ongoing contact list development and refinement.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 11, 2013
    [Sales] Quality Data is the Key to Success for Inside Sales
    A big challenge is attempting to maintain a consistent lead volume from each new inside sales rep as we add to the team. Many inside sales teams figure a big change is necessary in order to affect the positive output they’re hoping to see. We would describe ourselves as experts at running an inside sales teams, since this is what we do all day. Put simply, quality data is the core to the success of an inside sales team.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. Having started from humble roots as a doorknocker in Australia, Dave quickly excelled over his decade long sales and marketing career to hold several VP and Director level positions.
  • VIEWPOINT  |  WEDNESDAY, DECEMBER 17, 2014
    [Sales] Stunning Study Reveals How to Increase Sales by 29-49%
    Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.”
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 5, 2012
    [Sales] How Marketing Should Approach Sales Reps
    by Michael Martin | Tweet this Sales enablement is one of the most important aspects of many marketers’ jobs. But, all too often, the way marketers approach sales reps is lacking in strategy and preparation. Marketing continues to feel frustrated and the sales team unimpressed. For sales enablement to work, you need to approach sales reps in a focused manner. Otherwise, you’re likely to run into these common, non-productive sales gripes.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Voicemail Tips Every Sales Development Rep Should Be Using
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. But what about the times you call and don’t get an answer? Leaving a message is a hard starting point to a demo or qualified appointment.
  • BUYER INSIGHTS  |  FRIDAY, MARCH 28, 2014
    [Sales] How Healthy Is Your Sales Organization?
    Sales managers often think about the effectiveness of the sales team, sales strategy or sales process. However, there is one vital ingredient of sales success that is generally overlooked. That is the health of the sales organization. Organizational Health – The New Sales KPI A sales team’s strategy, process or skill-set may not be enough [.]. Sales Performance Buyer-Seller Insights Organizational Health Sales Teams sellernav
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Sales] Time Management Tips for Cold Calling Inside Sales Reps
    I know when I wasn’t in “the flow,” I typically would find any excuse not to make a call, but any good inside sales rep understands that, as much as we try to put cold calling off for later, it''s always going to be a requirement of the job. Most of the outside sales reps I''ve supported in the past never really had a call plan. Contrast this against the small percentage of inside sales reps I''ve worked who would typically allocate a few set hours to making the necessary dials.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 17, 2015
    [Sales] Ignite Your Sales Team: Sales Management on Fire!
    Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. We are excited to announce the unveiling of our new service: Ignite Your Sales Team video training programs for sales managers. Sales Leadership Training
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 3, 2014
    [Sales] Being a Millennial in Inside Sales
    For instance, as a 24-year-old woman, I need to be aware of my surroundings working in a male-dominated industry: sales. I’m going to say a word. And immediately you are going to form an assumption, positive or negative, about this word. You can’t help it, because that’s how we react as humans. The word is: Millennial. Immediately after reading that word you are either proud or perhaps you have rolled your eyes.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 13, 2014
    [Sales] How Marketing Can Collaborate with Sales to Create Engaging Content
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. Now that the average B2B buyer is more than halfway through her purchase decision before engaging with a sales rep, it''s critical that the content propelling a prospect through the pipeline is informative and relevant. For forward-thinking organizations, however, the age-old tug of war between sales and marketing is finally coming to an end.
  • INFLUITIVE B2B  |  THURSDAY, AUGUST 25, 2016
    [Sales] Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages
    In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of. The post Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages appeared first on Influitive. This post was updated on August 25th, 2016.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 15, 2014
    [Sales] How to Increase Employee Retention in Inside Sales
    Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. While I have my own thoughts as to why we''ve managed to retain our inside sales reps, I was curious to hear my team''s thoughts as well. Nobody, whether they''re in sales or not, can stand hearing an ambiguous managerial response.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 18, 2013
    [Sales] Sales Prospecting In The New Year With A Data Scientist
    Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. With a handful of days left to impact sales goals, it’s no wonder that some sales professionals are feeling the heat and starting to sweat. Sales professionals admittedly are raising their hands, asking for help with prioritizing and researching new accounts. What new sales prospecting tactics will you be experimenting with next year?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 1, 2014
    [Sales] Are You Too Accommodating As An Inside Sales Manager?
    So recently, I''ve made a specific effort to balance both my assertiveness and my accommodation as an inside sales manager. This was an excellent resource for me as an inside sales manager. Once your inside sales team understands your intentions and the fact that your experimental managing strategies are for the greater good, it helps to eliminate the feeling that they’re being yelled at.
  • VIEWPOINT  |  THURSDAY, AUGUST 14, 2014
    [Sales] Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"
    But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales
<< 1 2 3 4 ... 239 240 >>