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With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Salespeople must understand social media, and more importantly, how to prospect within it. That means a salesperson must become an expert on who the buyer is exactly for the product or service they are selling ...

For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality and security. Now let’s take up a very important quality: freedom. Salespeople and Freedom Many salespeople ...

What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question ...

The challenge of trust and identifying trust criteria.

Janice Mars advises you to better engage with your customers by seeing things through their lens and putting yourself in their shoes.

In life there are few things people want as much as security. This is especially true of a salesperson, who is already taking a great deal more risk than the average employee.

We already invested time talking about how smarter sales content analytics impact and improve your business in our article “Sales Enablement in the Digital Age.” While we certainly see how analytics play a huge role in driving businesses forward, the digital age of sales management allows us to do much more. It’s true that evolving ...

There are many things that impact a sales cycle. Of these, indecision can be one of the most negative. Why?