There’s been a lot of talk in the last decade about the importance of the sales process—that series of steps a sale travels through from lead to close and beyond. For sales velocity and many other factors, a sales process is certainly vital. But how is a workable sales process evolved? A sales process should ... Read Post

Most people think that building better habits or changing your actions is all about willpower or motivation. But the more I learn, the more I believe that the number one driver of better habits and behavior change is your environment. Let me drop some science into this article and show you what I mean… Read Post

Thanks to social media and professional networks, today’s more informed, savvy, and frankly, empowered buyer has forever altered the buyer-seller relationship. The balance of power has titled in the buyer’s favor at the expense of many of us in sales. But as with any evolution or indeed a revolution, there are those that adapt and ... Read Post

Microsoft Embraces Salesforce: Top Experts Weigh In on What It Means for Enterprise CRM Considering the long rivalry between Salesforce and Microsoft, last week’s announcement of a long-term partnership between the two companies set off ripples — especially for Microsoft Dynamics CRM users who wonder how it affect them in the long term. The announced ... Read Post

The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how your product/service can help. But what are those insights that you need to know? Start with these seven: Read Post

Here’s How to Seal the Sale and Stop Coming in Second. Coming close only counts, the old saying goes, in horseshoes and hand grenades. Your sales efforts are no exception. In fact, being a runner-up in the sales game is often doubly troubling, as you’ve likely invested a lot more in getting their attention than ... Read Post

The countless benefits of relationship marketing are not immediately visible, but research suggests that a positive customer experience will lead to more sales, either directly or indirectly. Most businesses focus on transactions as a measure of success. In a transactional model, your business is dependent on a continuous flow of leads coming in. Marketing generates ... Read Post

You know one of the words universally associated with success that we don’t hear enough? Initiative. Merriam-Webster likes to describe this word, firstly (and probably most succinctly) as the introductory step.  That’s it. So simple, that it’s often lost in a haze of other important ToDo’s. Now, one of the great tricks with initiative is ... Read Post