Failing to Meet Your Quota?

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Here’s how to generate more leads and blow your numbers out of the water. Only 63 percent of sales reps met quota in 2012, according to the 19th...

5 Tips to Get Started with Referral Selling

5 Tips to Get Started with Referral Selling from joannesblack Cold Calling is a waste of time and resources. People who don’t expect, or want your call are not your top prospects.  • Why cold calling is the bottom of the barrel—and how to tell when you are...

Without ROI, Your Sale is DOA

Forget the bells and whistles. Your clients want to know what you can do for them. You may have the coolest product on the market, but if you can’t justify ROI for your solution, sophisticated buyers won’t care one bit about your innovative functionality and exciting...

Why Old-School Selling No Longer Works

Just say no to “no.” There’s a longstanding mantra in sales: The more no’s we get, the closer we are to a yes. Well, not in my book. It’s time to retire and toss this worn-out way of thinking.  Out With the Old This sales mantra emanates from an old-school sales...

Why Cost Per Lead is Irrelevant

Guest blogger, Matt Heinz, shares three sales metrics that will keep your pipeline full of qualified leads. Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game. And when our...
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