It’s a cardinal sin to be boring in sales. It’s not your value proposition that’s initially interesting to your buyer. It’s you. Creating a working connection with a buyer, or a human, demands that you demonstrate a sincere interest in them as a person. It also demands that you be interesting to them in return. […]

According to Marketo, 10.99% of sales referrals convert. The same research found that only 0.9% of regular sales prospects turn into customers. That’s a huge difference. One reason for this variance is likely due to the fact that only 3% of people consider salespeople to be trustworthy. Additionally, most buyers now research and select vendors […]

Things are going great with your sales contact, you’re making steady progress towards a deal. You’ve had several excellent calls with them. They seem to be fully engaged and enthusiastic about your product. They asked lots of questions during a recent demo and appear to be very excited about your customized proposal. You’re expecting a […]

It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]

It’s time to start planning which sales conference to attend in 2018! With more and more being added to the calendar each year, it can be hard to decide on which ones to attend. That’s why we created a list of some of our favorites. The right conference can actually offer fantastic ROI for sales […]

Sales prospecting is a challenge. Most salespeople aren’t very good at it. Why? Because they haven’t cultivated the right habits. Masterful sales prospecting skills can take years to develop. But the truth is that by nurturing some simple habits you can fast-track your path to prospecting success. To develop new habits, you must make a commitment […]

2017 has been an incredible year for the sales world, with industry leaders having a greater influence than ever before. These men and women have stepped up to help salespeople connect and learn from one another, creating new standards for engagement and reach. Though there’s always debate about what constitutes a sales influencer, or what […]

Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great […]

As salespeople, the beginning of the year is a crucial time. It’s the time that we reflect on the past year and ask ourselves how we can achieve a new level of mastery over the coming year. Right now virtually all sales reps are wondering how to close more revenue then in 2016. And sales managers […]

LinkedIn is one of the most powerful platforms available to B2B sales reps, and that’s why it’s frustrating to see so many reps using it incorrectly. “Using it incorrectly” is really an understatement. Several times a week B2B reps try to sell me something via InMail and fail miserably for the same reason. They request […]

It’s difficult to keep pace with the whirlwind changes that are transforming sales processes each year. New sales acceleration tools and controversial selling methodologies (The Challenger Sale comes to mind) have made the sales profession radically different from when I took my first inside sales job seven years ago. Back then I didn’t even have a CRM […]

Are you prepared to transform sales reps with little-to-no experience into quota crushing all-stars? You’re going to need to. According to data from the Bridge Group, the average experience of inside sales reps selling SaaS products is 2.6 years at the time they are hired. That’s hardly enough time to master the the often complex science […]