Search

Understand that the way to repeat business and continuous referrals is to serve customers in an exemplary fashion and not flog products and services at them. They don’t differentiate between sales and service; serving begets sales. They realize that in the long run, the customer relationship is the primary value sales creates for the organization. ...

When it comes a salesperson engaging a prospect, soliciting a referral, and gathering information as part of their sales efforts, most tend to go to their most trusted and closely held relationships. There is nothing wrong with taking that approach. However, what if I suggested that reaching out to lesser known people within your network ...

For some, failure can mean the end of the road on some activity, venture or goal. But that is only true if you give up and just stop. For me—and for many others like me—failure in some area can act as a valuable learning experience that further enables success. This new series of blogs illustrates, ...

We live in an age where the ability to stay focused is more or less a superpower. The power of staying consistent leads us to long-term greatness in almost every category of life. Like it or not, staying focused can lead you to achieve everything you want. I´ve been working with our CEO Nikolaus Kimla ...

All of us are fascinated by stories. Aren’t we? Stories take us to a different world and give us wings to fly in that world. We identify ourselves with one of the characters in the story, more often than not we identify with the protagonist. Stories capture our imagination and we are excited to know ...

The sales industry in the United Kingdom is huge, with Crown Statistics showing that one in every six workers in the country is employed either directly or indirectly in sales. Meanwhile, according to an Aaron Wallis Recruitment and Training survey, 55 percent of businesses believe sales is their most important department. What these two pieces ...

Condensed from a Pipeliner SalesChat Interview with Joel Capperella  Interview by John Golden Joel Capperella is a leading marketing consultant with 20 years of strategic marketing execution in enterprise software, SaaS and technical professional services. Joel specializes in guiding his clients to obtain bigger pipelines, increased brand and product awareness, faster revenue and empowered transformation. ...

Do you believe that a large percentage of the buying process is complete before sales needs to get involved (57%, 65%, 67% or even more?) If so, you can thank Doug Davidoff, CEB, Dan Pink, and several analyst quoted in this LinkedIn article published in early 2015. Mr. Davidoff states: The initial research comes from 2011 Corporate ...