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We will have to engage them earlier--not when they have determined they have a problem they need to solve. Where marketing may have initiated the customer engagement, it may now be sales starting the process. Rather than marketing turning things over to sales for the next steps, it may be sales tur Read More
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Great sales people help the customer identify, crystallize and manage these issues, making themselves advisors and facilitators to the entire customer buying process, not merely respondents to the last 30%. Read More
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You Could Build a Single View of Your Client But You Don´t!

If you use Zoho CRM, Capsule CRM or Highrise, this post explains how to set up your CRM integrations in 3 Simple Steps to build a single view of your customers across your main apps. Read More
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According to sales expert Dave Brock, there are three reasons why bashing your competition is an incredibly bad idea. In fact, it might even be the worst thing a salesperson can do. Read More
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Federal government contracts provide excellent opportunity to small business owners. How 8A certification can help you improve sales with government contracts. Read More
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One approach for dealing with inside sales talent turnover is to ignore the problem. The opposite approach is to see it as an opportunity. Read More
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Overcome the inside sales to outside sales transition challenge by proving your ability to close, and your commitment to careful planning. Read More
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Sometimes, I think we overcomplicate things. People don't dislike sales people, they dislike bad selling. It's not whether sales people are provocative, provide insight, are consultative, are problem solvers, or provide great solutions---though those are all elements of great selling. Great sales p Read More
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As I look at many people and organizations that are failing to meet their goals, it's puzzling. They have the knowledge and skills to solve the problems they are encountering, but they aren't applying these skills or knowledge. Afterall, if they were, they wouldn't be stuck. Read More
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Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. Read More
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