In my last corporate role, I ran the Australian region for one of world’s biggest CRM software companies. It was my final role in a twenty-five year career working in the technology sector. Everywhere I worked I was always a ‘true believer’ in what I was selling – you have to be, to be successful. ...
The automated sales model being implemented by Amazon, with many other ecommerce sites following suit, may seem somewhat threatening to a sales force and B2B sales. If you yourself have ever purchased from Amazon or a similar vendor, you probably recall that you have never spoken to a live person, not to mention a salesperson ...
Women in Sales The statistics are challenging — Women comprise only 39% of the global salesforce. Currently, finding qualified, career-stable candidates (of both genders) for in-demand sales roles is difficult, expensive, and a statistical crapshoot. A recent demographics report published by CSO Insights found that while over 90% of organizations are growing or maintaining their sales ...
Through my leadership coaching of CEOs, marketing professionals, and sales leaders, I have learned that changing behavior is not always about doing more. It is often about doing less—avoiding certain behaviors and actually curtailing certain actions in an effort to have more of an impact as a leader. As an illustration, here are three common ...
We are deeply honored to have been ranked #257 on Inc. magazine’s most recent list of 5000 fastest growing private companies in the U.S. This list is of great importance to us because represents a segment of the economy that, in our minds, will be its savior: America’s independent entrepreneurs. We’re obviously in great company–companies ...
Sales, like everything else in the modern age, is changing at a staggering velocity. Today’s buyer has unprecedented powers — all the information the Internet has to offer is at their fingertips. As a result, they move on their own timetable, and often without guidance from the sales professional who used to be the gateway ...
Check out our fun infographic, inspired by Roy Osing, author of the BE DiFFERENT or be dead Book Series. Roy has a great point to share — that success isn’t elegant and is not the result of a formula. No, doing anything worthwhile can be messy (as any parent knows)! Things don’t often go as ...
With social selling, intelligent social research allows you to effectively target the right organizations and engage people at the right time with insight and context. Social research enables you to create a hypothesis of value and an engagement strategy to overcome the competition (including ‘do nothing’ / status quo competition). Research and planning is how ...
