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According to research from International Data Corporation, 75% of CFOs and CIOs at global organizations say that they have trouble using data to make decisions. One reason for this challenge is that while data is readily available, it is often lacking context; this is where the skill of storytelling helps connect disparate pieces of data ...

Faster than you can say Benedict Cumberbatch three times fast: In sales, you’re only as valuable as the data you’re operating upon. You may dive as deep as the shallow end of the kiddie pool. The true sales hunters will dive 10,000 leagues deep below the ocean and know what their prospects had for breakfast ...

It would be difficult to imagine a business-related headline more crushing than this one: “Santa Failed.” But that’s exactly what the media was saying about Toys R Us in 2000, when the now defunct retailer failed to deliver on its promise of pre-Christmas delivery to thousands of online customers. The resulting press was devastating and ...

Empathy is an emotional intelligence skill. Put simply, empathy is the ability to “walk a mile” in someone else’s shoes. It requires paying sharp attention to know what another person thinks or feels. An enormous influence skill, empathy is not often covered in sales books or sales training courses. Why? Because the word just sounds ...

Great news, it’s a sales win!  The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer.  A retrospective is an opportunity to look back and ...

In Sandler Enterprise Selling, the sales cycle is represented by a continuous process consisting of six stages. And continuity is the key as selling to and serving large enterprise accounts through streams of transactions over time in long-term relationships really has no end. That’s the enterprise world. The sixth and last stage in the enterprise ...

I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. The question is, can sales ethics be taught, and you’ll find ...

What do you think of sales ethics of personalization? Have you used personalization in your business? With all the consumer data now available, you could potentially know almost everything about the next person who walks into your store or visits your website. But should you use that information? Strangely enough, that last question is one ...