Tag Archives: sales

Three Tips to Align Sales and Marketing for Better Sales Results

Posted on May 22, 2013 by Lisa

We recently read a  SellingPower.com article that offered sage advice on the age-old problem of getting sales and marketing to align with advice from Ken Thoreson, managing partner of Acumen Management Group. Here are three tips he offered: 1) Track metrics. “Know … Continue reading →

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Connect to the Buyer’s Journey and Reach Your Revenue Goals

Posted on May 16, 2013 by Lisa

by Bob Apollo If you’re in B2B sales or marketing, you’ve probably already heard this statistic: according to CEB research, 57% of the typical B2B buying-decision process is complete before a salesperson becomes actively involved in the sale. By that time, the … Continue reading →

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Sales 2.0 Solution: How Many Cold Calls Can You Make in One Day?

Posted on March 12, 2013 by Lisa

When revenue depends on how many calls a sales rep can make in a day, time is money. Anyone who saw The Pursuit of Happyness might remember how the main character, Chris Gardner, worked desperately to squeeze extra minutes and … Continue reading →

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5 Ways to Prepare for the Sales & Marketing 2.0 Conference Next Week

Posted on October 18, 2012 by Lisa

Our Sales & Marketing 2.0 Conference next week in San Francisco is promising to be our biggest event yet. Here’s what’s on deck: Continue reading →

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A Simple Way to Reward Reps for Winning Deals

Posted on October 5, 2012 by Lisa

Do your sales reps know what they’ll be paid on the huge deals they closed yesterday, or last week, or last month? Sales leaders need to help reps know what they’ll be bringing home. They need to know it so they can plan their lives. They also need to know it so they can feel like winners. Continue reading →

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Uncovering the Early Signs of Customer Defection

Posted on March 21, 2012 by Lisa

What tools do you use to uncover the early signs of customer defection? Continue reading →

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How to Be Persuasive during Virtual Sales Calls (Part 2)

Posted on February 28, 2012 by Lisa

Guest post contributed by Todd McCormick.  This is Part II of a two-part blog post about effective nonverbal communication during online sales meetings and video chats. Read Part I here. Leveraging Body Language Did you know you exchange approximately 800 … 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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What Is Your Social Media Strategy? (Advice from HootSuite)

Posted on November 16, 2011 by Lisa

Why do B2B sales managers and sales teams need a social media strategy? Continue reading →

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