Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.
Rick Wong, Author, Winning Lifelong Customers with The Five Abilities Whether you’re the CEO or a sales representative, you’re a seller. You know that in order for your company to be competitive, you’ve got to continually make new sales. Still, it isn’t enough to just make sales. In this business environment, you’ve got to do such […]
5 Habits of the Best Salespeople Read More »
Kraig Kleeman, Author, A Winning Brand: How to Build a Powerful, Personal Brand in Today’s Modern, Digital World Sales professionals of the world, I see you back there, lurking behind your email. Come on out, so we can have a talk. I know why you’re hiding. After all, quite a few thought leaders in the sales
Cold Calling: Rumors of Its Death Have Been Greatly Exaggerated Read More »
Shari Levitin, Author, Speaker & CEO, Shari Levitin Group 1. Go for the standing ovation every time. The ultimate downfall for most business people is their inability to handle rejection. But if you’re going to make it as an entrepreneur, you have to be able to take rejection… lots of it. My mentor told me
5 Strategies for Beating the Fear of Rejection Read More »
Forget all the blather about how companies love their customers. It’s just talk. I’m convinced that 90 out of 100 organizations simply tolerate customers. Their customers represent only a means to profit, and that message comes through loud and clear to those callers all too often. Five recent examples from my own experience illustrate the
Are You Unintentionally Cutting Off Customer Communication? Read More »
Ken Rutsky, Founder & President, KJR Associates, Inc. In the late 1980s I had the privilege to attend IBM’s vaunted sales training. We learned techniques for rapport building, need finding, objection handling, and closing, even including, and I kid you not, the highly praised “assumptive/alternative close” which went something like, “Do you want that mainframe
Are You Still Selling Like It’s 1999? – How Today’s Best B2B Reps Set The Stage and Win! Read More »
If you’re a leader, a healthy dose of fear can be a good thing. In fact, if fear doesn’t push you to take a risk, to up your game, to push to top performance, you may hit rock bottom in your career. That’s especially true if you’re plan to speak before large groups of employees,
How Leaders Use Fear to Excel as Public Speakers Read More »
Ted Frank, Principal Story Strategist, Backstories Studio With attention spans continuing to shrink, one way we can make our 2017 presentations much more engaging is by taking cues from the place that can still captivate us for hours at a time: movies. Movie-style storytelling is actually a perfect fit for corporate communication because it’s built on
Making Your Presentation More Powerful and Meaningful Read More »
The whole is greater than the sum of its parts – Aristotle. What will make your life whole? What does this equation look like? The whole of your life done well makes for exponential happiness. Its greater than the sum of its parts! Take for example the great Steve Jobs. He achieved amazing success in
Josh Denning, Founder, Authority Factory According to HubSpot, 74 percent of marketers say converting leads is their top priority. But, in a recent survey by DemandWave, roughly half of all the respondents admitted that gaining consensus internally on what constitutes a qualified sales lead is their biggest challenge. The truth is, while many business owners understand
Why Your Leads Aren’t Converting (It’s Not What You Think) Read More »
Kirk Krappe, Co-founder & CEO, Apttus Your B2B customers expect services and products now. They expect these things quickly, and they expect fulfilment over any channel. Some may blame Amazon; the ease of use that people have come to expect out of B2C has carried over into what they expect from B2B. Others might hold the sheer
It’s a Customer Centric World: Adapt or Fade Away Read More »
