Maren Hogan — May 9, 2018 Follow @marenhogan— May 9, 2018 We talk about benefits all the time, but sometimes we find ourselves offering employee benefits that cause more issues than they solve. It’s a crying shame too, because most of the time, in offering a benefit, an employer is trying to make life better, … Continue reading Benefits That Blow
Category Archives: Sales Guide
Pick Your Swim Lane
Elliot Begoun — May 7, 2018 Follow @intertwinegroup — May 7, 2018 This is going to sound strange and a bit counter-intuitive. Opportunity can be an existential threat to an early-stage brand. As odd as that is, it’s true and if not recognized it can be a brand’s quiet killer. Too many opportunities can be … Continue reading Pick Your Swim Lane
The Essentials of Anticipatory Sales
Daniel Burrus — May 5, 2018 Follow @DanielBurrus— May 5, 2018 Everyone is accustomed to the traditional dynamic of selling. A customer desires something and, from there, someone else sells them a product or service to address that desire. Great salespeople convert a want into a need. But, with technology transforming both ends of the … Continue reading The Essentials of Anticipatory Sales
The Compelling Case for Hastening Slowly
Bob Apollo — April 5, 2018 Follow @bobapollo — April 5, 2018 In “The Tortoise and the Hare” Aesop describes a race between a slow-moving tortoise and a fast-moving over-confident hare. Despite the skittish hare racing ahead at first, his slow-but-steady competitor arrives at the finishing line ahead of him. This widely-told ancient fable has … Continue reading The Compelling Case for Hastening Slowly
4 Ways To Stay Motivated When You’re Afraid You Won’t Make Quota
Dusti Arab — February 15, 2018 — February 15, 2018 When you’re in the business of turning a No into a Yes, it’s an uphill battle making sure you’re staying on top of your quota (and your attitude) in the face of what can feel like daunting circumstances. And this month, you’ve been watching your … Continue reading 4 Ways To Stay Motivated When You’re Afraid You Won’t Make Quota
Harnessing the Power of Hindsight…
Bob Apollo — January 25, 2018 Follow @bobapollo — January 25, 2018 Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that were genuinely unpredictable or completely beyond our control. Sometimes (more often than some sales people might care to admit) they go wrong … Continue reading Harnessing the Power of Hindsight…
How Snack Size Presentations Keep Your Prospect Engaged
Julie Hansen — January 10, 2018 Follow @acting4sales — January 10, 2018 Ana_J / Pixabay I love snack size foods. They’re cute, they’re portable, and they create the illusion that I’m eating lighter. I say “illusion,” because I usually end up eating more than the equivalent of a full-size portion – especially if it’s a … Continue reading How Snack Size Presentations Keep Your Prospect Engaged
Dear Sales Leader: For the Sake of Your People… Read. Digest. Apply.
Dan Swift — December 29, 2017 Follow @danjswift — December 29, 2017 If empathy is the ability to experience some of the feelings of pain that another person is feeling, then compassion is the ability to translate that feeling into action. Empathy and compassion are two qualities that can fundamentally transform the growth trajectory of … Continue reading Dear Sales Leader: For the Sake of Your People… Read. Digest. Apply.
Nuance, So Subtle, We Often Miss It
Dave Brock — November 9, 2017 Follow @davidabrock — November 9, 2017 Yanns / Pixabay Nuance is important to our ability to connect with impact to our customers and our people. Yet, too often, we miss it, or completely ignore it. Let’s start with what nuance is: 1 :a subtle distinction or variation “Nuances of … Continue reading Nuance, So Subtle, We Often Miss It
4 Ways to Improve Your Sales Closing Rate
Amanda Abella — November 8, 2017 — November 8, 2017 StartupStockPhotos / Pixabay As a business owner, if you aren’t making sales then you aren’t making money. You can have the best skill set in the world, but if you don’t know how to sell it, then it really doesn’t matter. That’s why it’s … Continue reading 4 Ways to Improve Your Sales Closing Rate
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