Embracing Sales Mastery with Insight, Value, and Technology I’ve worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years. Salespeople need to fund themselves from the value they create rather than from ... Read Post

Your current customers can be your best, untapped source of advocacy for your company, business, product, or service. But many organizations don’t know how to utilize their advocates to their full potential, and don’t have a concrete plan to obtain and maintain advocates. This article provides concrete actions to help salespeople and sales companies effectively ... Read Post

What Could Happen if Sales Dominates Many organizations want to be sales-centric when they “grow up”. They believe it’s a bold culture; one that embodies the competitive spirit; one that carries the innovation DNA; one that will stand out and win on energy alone. Sales is considered by many as “sexy” in contrast to, for ... Read Post

The Top Skill of Successful Salespeople? Emotional Intelligence What Traits are in the Toolbox?: Emotional intelligence and intellectual intelligence probably aren’t the first thing that comes to mind when you think “salesperson.” Traits like good speaking skills, extroversion, and dedication are all likely to be at the top of the list of descriptors for those ... Read Post

Prior to the ability for consumers to research products, services, people, and companies on the web and social media, salespeople needed to be the expert. The buyer didn’t have the ability to go online and conduct independent research; an important aspect of the sales process was the buyer’s education by the seller. Now, your salespeople ... Read Post

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Their role is to only let those through the gate who actually have ... Read Post

Radio As a Marketing Tool For B2B Marketers and Social Listening In the digital era, brands shouldn’t write off the radio as a marketing tool – it offers the same key perk of programmatic ad buys: attribution. Paul Brenner, President of Dial Report, the only first-party data attribution and listener intelligence platform measuring the performance ... Read Post

Hiring is too important to leave to a seat-of-the-pants approach. You should have a hiring process to ensure you hire the right sales crew. A hiring process should employ a series of time-tested steps. A person within the organization should be assigned responsibility for each step and a timeframe followed. Here is a seventeen-step recommendation on ... Read Post