It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]
Some advice just doesn’t work. New parents can relate – they constantly receive unsolicited advice, often based on old wives tales, on parenting from friends, family members, even random people in the grocery store. Smokers […]
Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online […]
Storytelling works in sales because humans experience life as one big story. Scholars like Walter Fischer, a USC professor and researcher, have been have been studying how we interpret our experiences and how that affects […]
Sales Jargon Causes Confusion Every industry is flooded with trendy terms and flashy acronyms. Influencers and marketers coin these terms to make things sound new and exciting, increase perceived importance, and capture attention. In our […]
If you’re like me, you view every new year as an opportunity to hone your skills and get better at what you do. Whether you are just starting out as a salesperson (I remember those […]
A dedicated team of sales development reps (SDRs) might be the quickest way to scale your business. An SDR (also known as a sales prospector) is a rep that focuses solely on searching for new […]
A new study by frequent HBR contributor & sales strategist Steve W. Martin concluded that only 57% of inside sales teams were “equipped with the sales strategies, tools and skills to exceed their numbers.” Martin […]
