A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business, and a salesperson's success depends upon the decision making of others. Salespeople must learn to pay more attention to the buyer's decision performance than their own sales performance, for in the end it's that decision that's going to close the sale...or not. Join sales trainer, consultant and author Jeffrey Lipsius, along with our hosts John Golden…

Because of the volume of data available online, buyers today are more educated than ever. By the time a buyer connects with a sales rep, at least some of that crucial buying decision has already been made. The buying process is evolving...and Bluewave co-founder and president Christopher George is here to show us exactly how! Join Christopher along with our hosts John Golden and Martha Neumeister as we cover a topic that every salesperson and sales manager should stay current…

All too often Sales and Marketing live in entirely different universes. They point fingers at each other and even blame each other for the other’s lack of success. In today’s highly competitive commercial landscape, though, especially on lightning-fast digital platforms, Sales and Marketing really need to work together as a team--for after all they are working toward the same goal: increased bottom line. Join B2B marketing junkie, author, speaker, consultant and persona coach Samantha Stone as she walks us through…

Why is executive engagement vital to salespeople? Simple: It’s the executives in a prospect company that will, in the end, make or break your sale. That CEO, that VP IT, or other executive that may or may not be the contact you are speaking with--but who is vital to closing your opportunity. Join our hosts and corporate strategic sales expert Lisa Magnuson to learn how champion salespeople engage executives and cultivate long-lasting relationships with them. To view the live stream…

For many companies, it is common knowledge that without a sales process, a sales team won't make it very far. That sales process--the precise steps taken from lead all the way to close--is, at least theoretically, what will lead to a majority of successfully closed opportunities. How, though, do you evolve a truly high-performing sales process? Find out! Join us in this extremely insightful SalesChats episode with author and sales process expert Marylou Tyler. To view the live stream for…