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Leveraging Data For Seamless Sales

In a digital age, we are told that the salesperson who controls the data controls the deal. Unfortunately, too many salespeople don’t properly use the data they have access to, or they never use it to make their conversations relevant in the first place. Instead of hoping your message lands, there is a way to take the data you have access to and use it to build a bridge that not only improves your chances of selling, but also your chances of serving. To learn how we can leverage our data to provide better context and more relevant in every…

Connecting Customers To Multiply Sales

In sales, relationships are everything. The problem is, most salespeople only focus on the relationship they have with their prospects and customers. Few salespeople take the time to tap into an even greater opportunity: Connecting customers with each other. Our customers know people like them, people who we can also serve. Additionally, our customers have challenges and needs that we might not be able to service, but our other customers can. If we want to create a win-win, we can leverage our customer relationships to make ourselves the pivot point of a profitable network. To learn how to make this…

Recruit Like You Sell

If we aren’t responsible for hiring salespeople today, we will be one day. And then a whole New World of challenges will open to us. Finding, and retaining great sales reps is one of the top challenges in any sales team. But it doesn’t have to be. It turns out that the same process we use to identify, communicate with, and convert prospects into customers can also be used to find and hire great salespeople. To learn how, we sat down with Dan Fantasia, president of Treeline Inc. As the leader in a sales recruitment firm, Dan understands better than…

Ensuring The Next Step In The Sale

Many salespeople work for months to get a conversation, quote, or a purchase order in front of a qualified decision-maker.Unfortunately, this is also where many of us drop the ball.After all that work, we often leave the next step of the sale to our prospects, waiting for them to get back to us with their ideas, appointment confirmations or orders.This does nothing to serve them, and it also extends our sales cycles.To learn how we can own the next step in every sale, we sat down with Matt Rose, executive vice president of sales at H-Wave and former US Army…

Transforming Past Customers into Repeat Buyers

One of the toughest challenges in sales is to get people excited about buying more of something they already own. Maybe you are limited by technology, your sales model, or availability; there will be times when you’ll want to sell more to people who have already bought from you. What does a salesperson do when they need to convince customers to buy more of something they’ve already purchased? To answer that question, we sat down with Justin Parke, a national sales manager with Trader Interactive and veteran of the US Army. He shared with us exactly how his sales team…

Connecting With Customers Who Believe in Your Mission

It’s difficult salespeople to stand out in a busy world.The best salespeople fill their pipelines with prospects who don’t need to be convinced to do business with you.To learn how we can better connect our mission with the best prospects for us, we sat down with Luke Cox, CEO and founder of Hunt Lift Eat, and former infantry captain in the US Army. He showed us the same system he used to connect his company with prospects who already believed in his mission, all while still serving on active duty!Because we’re trimming hope from our sales strategy, we’ll use the…

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