Sales Tips

Last month, I got to attend Opticon 2015, the largest conference on optimizing and testing, hosted by Optimizely . Pier 27, nestled between the San Francisco Bay and Coit Tower, was a gorgeous setting for two days of networking, hammock naps, nitro margaritas — oh, and gathering knowledge to take back to work. Dozens of […]

Going after what you want — whether it’s a promotion, a big sale or bringing a new idea to market — undoubtedly takes effort and hard work. But in most cases, success is not independent of outside influencers — you’re likely going to have to convince others to get on board, too. As an entrepreneur […]

Gaining new talent can be an exciting time for everybody. As an organization, you receive fresh perspectives, new skills, and a person who is generally at his or her motivational peak. As a new employee, you now have a springboard to grow professionally and further cultivate your career goals. While generally the onboarding process can […]

In sales, we are always trying to read our prospects’ minds: we want to understand what they are thinking and what drives them. We are constantly on the search for some insight that will enable us to connect more effectively so that we can position ourselves and our product most favorably. There are various ways […]

A faster sales cycle drives bottom-line impact across a sales organization. If you can get your sales team to move their prospects through the sales process faster, what would it mean for your revenue numbers each quarter?  Guaranteed, it will make it a lot easier to deliver on the forecast, not to mention reduce the […]

Customer Success and Customer Service are both trends that have gained traction over the past few months. Despite their growing popularity, very few people understand what they truly mean, and even fewer understand what they mean to each other. Customer Success Broken down, Customer Success can fit into a lot of different categories. Is it […]

In order to grow, you need customers – but not just any customers. You need customers that will value what you sell. Unfortunately, if you’re like most sales people, you have no idea of the value that you sell. Why is this? The problem is sales teams are taught that value begins with their product. […]

Inside sales professionals at high-tech companies will be generating an increasing percentage of total company sales over the next two years. That’s just one of the facts we confirmed in our recent survey-based research on inside sales. Inside Sales Research Reveals Trends Some interesting statistics from our study include: In large tech companies today, inside […]

Acquiring customers is nice. Keeping customers is how you stay in business. For small business owners, the ideal state is to create a customer base that creates new customers. Not only will loyal customers keep coming back themselves, they’ll also become a linchpin of your marketing efforts. Consider these stats from a 2014 survey of […]

What is the first action step all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salesperson’s product/services […]