The 15 second rule is pretty well known in the marketing circles. Simply put, you only have fifteen seconds to create a good impression in the minds of your website visitor. This can be a daunting if a major chunk of your business comes from PPC advertising – how do you get a visitor who ... Read Post

Have clients that never seem happy no matter how many compromises you make? Here are some great tips on how to deal with them. Read Post

The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal. The sales rep is thinking “I’ve got this one.” But, ... Read Post

Are you using social media influencers to help improve your sales? As one of the biggest buzzwords in marketing of the past couple of years, influencer marketing is booming right now. Marketers are using it to reach larger audiences, to improve brand awareness, get more traffic and to boost sales. In this blog post, I’m ... Read Post

Year after year the selling environment gets more challenging and more competitive. Richardson’s Selling Challenges research tracks the latest trends and identifies opportunities for building stronger connections with buyers in the new selling reality. Stop Tasking and Start Selling Productivity is top-of-mind for sellers in 2017. Nearly half of all respondents in Richardson’s annual research ... Read Post

Steps to Take to Ensure Success It’s a wrap. But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer. That’s the reality, but as sales leaders and executives we need to take this week to reflect ... Read Post

Your Antidote to Infotoxification People sure love to invent new terms. Did you know that “Information Overload” is now also referred to as “Infobesity” or even “Infotoxication“? (Shoutout to Wikipedia for these!). But regardless of what you call it, the reality is that there is a tipping point at which you end up with too ... Read Post

You can make the reasonable assumption that when your sales team moves an opportunity to the “no decision” column in your CRM, it isn’t the first or the last time. According to research from Sales Benchmark Index as well as other reputable sales research companies, as many as 60 percent of sales opportunities end up ... Read Post