Years ago, I owned a company that was a reseller for a software product. We consistently ranked among the top resellers for this particular software company which, not surprisingly, prompted a lot of questions from our colleagues wanting to know how we achieved such sales success. Many of the other resellers grumbled that it took […]
Why Doing Product Demos Might Be Bad For Business Read More »
One of the most important aspects of running a prosperous business is marketing your products or services. Without publicizing your business’s specialties, you won’t be able to acquire new customers. Still, even though marketing your business is paramount, you should be careful that you aren’t overspending on marketing costs. If you’re devoting a large amount
How to Decrease Your Marketing Budget without Hurting Your Business Read More »
It takes a lot more than charm, a fancy lunch, a great product and the right price to make deals happen, particularly for newer businesses that can’t point to their endless list of big “name” customers. Discussing the issue with a career M&A pro whose work has spanned 16 countries and hundreds of negotiations, Craig
The ‘5 Ps’ of Closing that Big Deal Read More »
I’ve got some good news and some bad news. The good news is that you can charge more for your products or services when you deliver value; the bad news is that it’s going to take work. Selling value starts with the sales process I’ve got more bad news for you. Some people are under
How to Sell Value Over Price: The Secret to Successful Value-Based Selling Read More »
How many times have you walked into a restaurant with plenty of free tables, only to have wait while a waiter busily cleared the dishes left behind by departed diners from another table? How many times have you gone up to a check-out counter ready to make a purchase and stood unhelped by a salesperson
Every Fast-Growing Company Knows This… Read More »
Chad, My prospect has gone radio silent on me. Why? Does that mean I’ve lost the deal? Can I save it? -Sales Rep — Hey Sales Rep, When a prospect goes silent, or “radio silent” as it’s often called, it’s never a good sign. That’s because actions speak louder than words. At the very least,
What It Means When Your Prospect Goes Silent (It’s Not Good) Read More »
Small businesses sales teams can build personal client relationships on an ongoing basis with a new AI based tool from Nimble. Introducing Nimble Prospector Nimble, the social sales and marketing customer relationship management company, has just introduced Nimble Prospector. The tool pulls relevant information from several popular business platforms like Gmail, G Suite and Office
Nimble Prospector Helps Sales Teams Build Prospect Relationship Record Read More »
The other day some Boy Scouts (actually they were Cub Scouts, the younger kids ages 7 to 10, who are just getting started in the organization) came to my house selling Boy Scout popcorn as part of their annual fundraiser. Most of the time, Boy Scouts don’t do much in the way of professional “sales
3 Real-World Sales Lessons From Boy Scouts Selling Popcorn Read More »
The sales profession is a fast-paced, constantly adapting industry with an onslaught of new competitors and niches. As a result, it’s vital for sales professionals to strive for continuous improvement. Tips to Increase Sales Productivity and Performance Eleven ways to improve your sales performance and reduce the cost of selling include: Emphasize Vision and Clarity
11 Amazing Sales Hacks Any Small Business Can Use Read More »
As marketers, we know the challenge of ensuring sales reps follow and use best practices processes, sales playbooks, and marketing content we painstakingly created. Without the right technology, sales leaders and marketing teams may face a range of alignment issues, such as lack of visibility into which outbound messages, cadence, and tactics work or don’t
5 Best Practices for Deploying a Sales Engagement Solution Read More »
