May 29, 2014 | Referral Sales, Sales Leadership
Great expectations lead to great sales outcomes.Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. That’s the best test for whether the person is serious about moving forward.”His words of wisdom have...May 27, 2014 | Referral Sales, Sales Leadership
Are you living up to your customers’ expectations?Technology might make us faster, better, and stronger. But it has also made our customers much less patient.Buyer 2.0 expects us to move quickly—to deliver solutions and results almost immediately. To some degree,...May 23, 2014 | Referral Sales, Sales Leadership
Suffering from information overload? Jill Konrath’s new book can help you simplify things.One of the best things about technology is how much information it puts at our fingertips. One of the most overwhelming aspects of technology? How much information it puts at our...May 22, 2014 | Referral Sales, Sales Leadership
The key to thought leadership is having something for everyone. Thought leadership is all the rage today. Delivering value to our customers means educating and informing them—which means we must remember what school teachers have always known: Everyone learns...May 20, 2014 | Referral Sales, Sales Leadership
Your business might be complicated, but your customer isn’t.Whether your customers are individuals or enterprises, and whether they buy online or offline, you’re still selling to human beings. So no matter what or how you sell, there’s a direct correlation between...
