Tag Archives: customers

How to Start Sales Conversations (in an “Info-holic” World)

Posted on November 2, 2012 by Lisa

by Peter Stewart “Good morning, my name is Peter Stewart, and I’m an info-holic. Last night, my son got upset with me because I wasn’t talking to him during dinner. He caught me reading my email under the table. I … Continue reading →

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Three Reasons to Plan Your Sales Territories by Social Proximity

Posted on October 9, 2012 by Lisa

Here’s a quick preview of three ways sales teams can benefit from adopting a social selling proximity model instead of traditional sales territory assignments. Continue reading →

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How Well Do You Know Your B2B Buyer Cycle?

Posted on September 28, 2012 by Lisa

It sounds like a no-brainer, but you’d be surprised how many B2B companies have not yet adapted to a buyer cycle powered by the digital customer. Continue reading →

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How Salespeople Can Create Urgency for Change

Posted on February 21, 2012 by Lisa

Salespeople now realize that they’re going to have to increase urgency levels among prospects – even before prospects themselves admit they’re ready for change. Continue reading →

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