While digital technology has improved commerce, it has also increased the complexities of the sales funnel. LinkedIn has introduced a Pipeline Management Kit for salespeople so they can remove blind spots from the modern sales process and manage the difficulties of B2B sales. LinkedIn Pipeline Management Kit The new Pipeline Management Kit is a free […]
LinkedIn Launches Pipeline Management Kit for Your Sales Team Read More »
“Build it and they will come!” We see this (and other pithy advice) work all the time in Hollywood, but unfortunately not so much in the real world of sales or entrepreneurship – especially when it comes to business websites. I often coach start-ups and entrepreneurs who have fallen for the logic of Hollywood, and
It’s the Community, Not Your Website, That’s Important Read More »
If you sell to other businesses, you know how challenging it can be to get the attention of today’s B2B buyers. It’s not going to get easier anytime soon. According to a Demand Gen Report survey of B2B buyers, more than half of B2B companies use buying committees or buying groups to review potential purchases.
The sales landscape is driven by speed. ‘Always be closing’ is still a mantra that is rife within the industry. But with the right approach to data, technology, and strategy, salespeople can break through to their prospects not only quicker, but smarter. And salespeople will definitely need to consider different approaches – cold calling doesn’t
8 Sales Industry Insights That Will Help You Sell Smarter [Infographic] Read More »
By Greg McBeth Many sales managers learned their craft before the e-commerce boom. Back then, a sales journey was a series of interactions between a sales rep and a prospective buyer—no more, no less. All a manager had to do to tighten their sales cycle was to instruct their reps to add or cut interactions
To Optimize Your Sales Cycle, Treat It Like a Buying Cycle Read More »
Free-Photos / Pixabay Most of the time when people think about lead generation and making new sales, they think about reaching out to new prospects and finding new customers. However, this is short-sighted! You don’t always have to go chasing after new customers to get bigger sales. One of the best sources of business opportunities
Closing a big sale or contract can be tricky, especially when there are a lot of factors at play. But while some salespeople have a knack for getting signatures on the dotted line, others may find themselves struggling or losing out on deals, despite years of training. That’s why we asked members of YEC the
15 Effective Negotiation Tactics to Help Win Your Next Deal Read More »
Last weekend I went to the local shopping mall with my family. Along with the usual food court and kids’ play area and places to buy jeans, this mall has recently started offering massage services. There is a small area where a team of massage therapists are offering chair massages, right in the middle of
I recently bought a new car. When I entered the car dealership I told the salesman, “I’ve been to one showroom and left. You’re the second dealer I’m considering, and I don’t want to have to see a third. Let’s talk about your cars.” I was able to use my skills as a sales professional
Salesperson Secrets to Help You Negotiate Your Next Car Read More »
The fearless marketer is one that: Has a revenue attribution mindset Has a digital sales motion skillset Has a sales and marketing aligned toolkit He has extended his hands to partner with sales leaders as a driving force for modern, digital selling. This marketer will Create, Organize, Distribute, and Evaluate Engagement (C.O.D.E.) alongside their sales team. Every
Who’s in Your Sphere of Influence and Why Does it Matter? Read More »
