We had an opportunity to review an early release of this terrific book. And Jill Konrath of Selling to Big Companies recently had an opportunity to interview the author. If you enjoy this, we suggest you share it internally with your sales and marketing leadership team.
Recently I had a chance to read The Truth About Leads, [more...]
Great post by Paul about the need to never give up. To read the original article, click here.
I quietly approached one of the sales reps in the office. I was careful not to alert him of my presence because I wanted to observe him in his natural habitat. I no sooner made it [more...]
By Kendra Lee, President, KLA Group
We thank Kendra for this great article. Her contact info is below and the permalink for her original post is here.
Early in a new year is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and [more...]
What separates top sellers from average sellers?
Great post by Jill Konrath of Selling to Big Companies. The permalink for Jill’s original post is here.
Selling is tough! There’s no doubt about it. Customers demand more at the same time their loyalty is plummeting. Cutthroat competitors seem willing to practically give things away just to get the [more...]
Customers hate being giving a hard close. So when I saw Jill’s post, I though “you really ought to hear this.” (Jill’s bio follows the article.)
“My salespeople need to get better at closing,” the Vice President of Sales said to me shortly after I arrived in his office.
If I’ve heard that line once, I’ve heard [more...]
Great post by Erica Stitch over at the RainToday blog. The permalink to the original post is here.
There’s no doubt that building a strong relationship and making a connection with a buyer is essential to winning new business. After all, when selling services people do business with people they like.
But building rapport is not as easy [more...]
Undoubtedly, many of our fans do a lot of outbound calling. This means they leave lots and lots of voice mail messages. Improving the effectiveness of those messages would help a lot. So we want to share this post by a good friend that ran at RainToday. The permalink to the original post is here.
We thank Jill Konrath of Selling to Big Companies for this great post. It’s illustrates the remarkable power of trigger events and the importance of tools to help sales take advantage of trigger events.
All of Jill’s contact info is at the end.
Several years ago, while scouring the business section of my local newspaper, I came [more...]
The B2B Sales Lounge is a big fan of Anneke Seley of the Sales 2.0 Advocate. Contact info at end of post. The original post can be found here.
Thanks to Brent Holloway for this guest post. Brent is a regional sales director for Verint Systems Inc. and coauthor of “Sales 2.0.”
According to CSO Insights data, [more...]
Having sat though many mind-numbing presentations, I found this post by Geoffrey James spot-on. If you want to see his original post, click here.
Want to know how powerful story-telling really is. Check out the top-selling author and management guru, Tom Peters here.
According to the latest neuroscience, the normal, non-autistic, human brain organizes EVERYTHING into stories, [more...]