The Art of Prospecting is Dead – 15 Tips to Change That!
I was chatting to a good friend the other day who leads one of the leading Sandler Sales Training Practices in the US. His key takeaway from the last 5 years – sales professionals have lost the art of prospecting! I’ve blogged about the inbound marketing...Closing Sales – 4 Sessions to Practice
Articulating a strong theoretical sales process that works is difficult enough but the real test is in the field. Sales is a contact sport as someone once said. Below I’ve noted 4 real problems you will encounter as a sales professional and some potential...The Inbound Marketing Myth
We are told it’s all about generating content. Quality, remarkable content that will be picked up by the search engines and drive high quality prospects to your site. These prospects will fill in forms or call you leading to great deals being closed. Simple...Sales Managers – The Questions You Need To Ask
The Sales environment has changed. Whether you are selling software, legal services, niche engineering systems, distribution services, and certainly in almost any type of B2B world, life has changed. The old world of selling pre 2002 has changed dramatically and...How To Manage Inbound Sales Leads
Last month there was a very interesting blog post entitled – Help! My Sales Team Thinks Our Inbound Leads Suck. The post highlighted various tactics to deploy to change the sales team’s attitude to embrace these beautiful things called inbound leads....Operational Excellence For Exits
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