Adapt. This is nature’s keyword when it comes to evolution and the survival of the fittest. This is also the keyword when it comes to sales strategies. You probably hear it again and again, but it’s worth repeating: the sales process now is a completely different animal than it was before information became so readily ... Read Post

  Many of today’s buyers like to do their own research and undertake a self-discovery process during the early stages of their buying journey. As a salesperson, you can utilize social selling to improve the customers’ purchase and research experience. Global research, conducted by IDC in February 2014, finds that online social networks play a vital ... Read Post

During a recent visit to an entrepreneurship conference in another city, I happened to eavesdrop on a fascinating conversation in the hotel bar at the end of the evening, between Dr. Abraham, a kind of world-weary experienced entrepreneur and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact ... Read Post

Not by the hard sell that’s for sure. When you flog a product or service at them with heavy pressure tactics, they run for cover; they don’t lean in to you with a willingness to listen, buy and refer you to others. It doesn’t have to be like that. Even the toughest customer can be ... Read Post

The relationships formed between salespeople and their managers is vitally important for businesses in the modern world. A good relationship can have a positive impact upon performance and job satisfaction rates, while a poor relationship can have the opposite effect. For this reason, sales managers training often places an emphasis on fostering a strong relationship ... Read Post

The importance of positive sales results in business can never be overemphasized. The business survival relies on how well salespeople are performing. This is, in fact, a pill many business people don’t like to swallow. And when you combine result oriented sales team with innovative technology, achieving sales targets become easier. You may argue it; ... Read Post

During a recent visit to an entrepreneurship conference in another city, I happened to eavesdrop on a fascinating conversation in the hotel bar at the end of the evening, between Dr. Abraham, a kind of world-weary experienced entrepreneur and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact ... Read Post

People discuss building relationships in business as though it’s different than building trust personally. But we’re selling to humans, so how are the basics of building trust any different between personal relationships, schools, or business? It isn’t. And make no mistake “building relationships” is establishing trust. Ten years ago, the National Association of Secondary Preschools ... Read Post