Articles

Feb, 23 2017 | Sales Leadership, Salespeople

Why a Good Economy Can Be Bad for Sales Teams

sales teams

A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the […]

Feb, 16 2017 | Sales Leadership, Salespeople

What Is the Most Effective of Account-Based Sales Strategies?

Hint: It has nothing to do with digital.  At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that […]

Feb, 09 2017 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business

Are Digital Distractions Slowing Your Sales Productivity?

sales productivity

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us […]

Feb, 02 2017 | Associations, Enterprise, Referral Sales, Referrals, Small Business

How to Land and Expand with Relationships

account based sales tips

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers, or as we used to call them, “B2B salespeople.” George is among the best, because he understands that […]