Tag Archives: prospects

The End of Self-Centered Selling

Posted on July 2, 2014 by Lisa

by Mark Roberge In 2007, I was tasked with building a sales team from the ground up at HubSpot. One of the first things I did was set up coffee meetings with dozens of VPs of sales at software companies, … Continue reading →

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Don’t Let Your Reps Depend on Technology

Posted on October 14, 2013 by Lisa

by Joanne Black Joanne will speak at the Sales Performance Management Conference on Thursday, October 17 at 1:30 during her breakout session, “Pick Up the Damn Phone! How People, Not Technology, Seal the Deal.” Register now to attend. The digital world—as … Continue reading →

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Six Ways to Invigorate Your Sales Training Program

Posted on February 21, 2013 by Lisa

By Matt Heinz, President of Heinz Marketing Inc. Join him on April 10, 2013 in San Francisco for a half-day seminar, “Sales Training: Strategies & Best Practices for a Consistently Successful Sales Organization.” Register here. World-class sales organizations don’t just … Continue reading →

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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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Insider Notes from the Boston Sales 2.0 Conference Speaker’s Dinner

Posted on July 23, 2012 by Lisa

Last night a lively debate about technology versus training took place at the Sales 2.0 Conference Speaker’s Dinner. Here are some of the trends we noticed during the discussion. 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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4 Obvious Prospecting Tips for Your Twitter Profile

Posted on November 10, 2011 by Lisa

Here are four changes you can make right now to your Twitter profile to capitalize on prospecting opportunities. Continue reading →

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Are You (and Your Sales Reps) Worth a Response from Prospects on LinkedIn?

Posted on October 18, 2011 by Lisa

If you don’t have a LinkedIn profile yet, then set one up right now; but understand this is not social selling. Continue reading →

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