Is managing a sales team today any different from managing one before the social media era?  In some ways, no, and in some ways, yes. Despite the fact that great “social selling” is really just great selling empowered by the reach and direct engagement that social media platforms promise, there are some important ways in ... Read Post

CRM solutions can be tremendous sales tools, but the old rules about customer relationships still apply – and still contribute to successful sales. Although I survived – and often thrived – as a salesperson before I started using CRM software, I can’t imagine going back to a bulging Rolodex and file folders and paper scheduler. ... Read Post

Growing up, I always thought of being a scientist/engineer. I learned that math, physics, science are based on certain underlying principles. 2+2 always equals 4, the fundamental laws of physics, thermodynamics, and so forth always apply. The basic principles remain the same. Research has caused us to learn more about the principles, our understanding of ... Read Post

That Will Make You Rethink Your Business What do you really know about your prospects and customers? If you’ve done your homework—and many certainly have—you have a good idea of what motivates their buying decisions about your product or service. You have a general idea of what business issues it solves. You know what features ... Read Post

Advancements in cloud, social and mobile technology have changed the way people buy, and, therefore the way salespeople sell.  This change is like Superman being relocated to a new planet where his powers are no longer valid but he has other latent powers he hasn’t yet discovered. The same goes for sales in this marketplace. ... Read Post

The pressure for sales professionals is on. It mounts as the quarters or years go by and the reward once you hit your number is another number.  So just as you take a breath after winning that last-minute deal to make your year, just know, it is coming at you once again. In a fast-paced ... Read Post

So your CFO doesn’t want your company to participate on the world’s global communication platforms, otherwise known as, ‘Social’? Welcome to the 21st century. According to @IBMBigData, poor #custex resulted in an estimated $83 billion in lost annual revenue in United States alone. Everyone is selling their initiatives with better data and they are doing ... Read Post

What is the sales pipeline? A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed ... Read Post