When sales strategy and technology get married, we all win
If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.
5 secrets to perfect the timing of your sales proposal
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?
Why we're failing at sales and marketing alignment
Strong sales and marketing alignment is the holy grail for many organizations. It promises higher win rates, better revenue, and faster growth. Yet according to a Forrester report, only 8% of organizations achieve it, and in my experience, many have given up trying.
Where is your prospect in their buying journey?
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
Can These Gamification Secrets Improve Your Sales Results?
Over the past few years, countless apps have been developed to harness the benefits of gamification. There are games for helping you get to the gym, games for helping you divvy up household chores, even games to help you reduce anxiety and boost your mood.
Are Sales People Afraid Cold Calling Will Die?
My apologies, up front, I have been trying to resist plunging into yet another discussion about cold calling. The proponents of cold calling (I’m one) and the opponents of cold calling are about as likely to reach agreement as the Democrats and Republicans in Congress are. We each tend to be staunch in our positions, showing zero flexibility in looking at another alternative.
